Abstract
This paper examines the relationships among cultural variation, power, disagreement, and mitigation devices. Based on a multi-modal analysis of original data from two TV shows (Shark Tank in the US and Dragon’s Den in China), it is found that investors’ linguistic performance shows greater frequency and variation in both disagreement and its mitigation, influenced by power and politeness. Regarding the role of cultural variation, this study challenges some stereotypical conceptions of culture with the finding that Chinese participants use negation more often than their US counterparts. Meanwhile, Chinese and American participants choose different disagreement-mitigation formats: In the US Shark Tank investors tend to initiate disagreements by enforcing explicitness and entrepreneurs tend to mitigate them by offering explanations, while in the Chinese Dragon’s Den investors tend to utter negations and then mitigate them with qualifiers or alternative statements. Moreover, the American show also contains cases where the pre-set power-asymmetrical relationship changes during the course of presentation, and entrepreneurs with increasing power start to challenge investors by asking them various questions. However, this alteration of power relationships appears to be more difficult in the Chinese context.
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