George Bernard Shaw once said: “The biggest problem in communication is the illusion that it has taken place.” Even when negotiating partners share the same mother tongue, misunderstandings or difficulties can arise – with costly consequences. Language can mean different things and express different ideas to different people This can be even more difficult if those undertaking the negotiation do not share a mother tongue, as it occurs in ESL-negotiations (English as Second Language). Here, pitfalls are even more likely. With the help of an interpreter, language barriers can usually be overcome – but the use of a translator should still ensure they are well prepared.
