Thin Slices of Negotiation: Predicting Outcomes from Conversational Dynamics Within the First Five Minutes
Journal of Applied Psychology, Vol. 92, pp. 802-811, 2007
31 Pages Posted: 26 Mar 2007 Last revised: 13 Jul 2008
Abstract
In this research we examine whether conversational dynamics occurring within the first five minutes of a negotiation can predict negotiated outcomes. In a simulated employment negotiation, micro-coding conducted by a computer showed that activity level, conversational engagement, prosodic emphasis, and vocal mirroring predicted 30% of the variance in individual outcomes. The conversational dynamics associated with individual success among high-status parties were different from those associated with individual success among low-status parties. Results are interpreted in light of theory and research exploring the predictive power of "thin slices" (Ambady & Rosenthal, 1992). Implications include the development of new technology to diagnose and improve negotiation processes.
Keywords: Negotiation, thin slices, conversational dynamics, speech features, nonverbal, communication, artificial intelligence
Suggested Citation: Suggested Citation
Do you have negative results from your research you’d like to share?
Recommended Papers
-
Bargainer Characteristics in Distributive and Integrative Negotiation
By Bruce Barry and Ray Friedman
-
Studying Negotiations in Context: an Ethnographic Approach
By Ray Friedman
-
Characteristics of Skilled Negotiators: An Empirical Study
By Filipe Azevedo Sobral and Fernando Manuel Pereira De Oliveira Carvalho
-
Negotiating in Different Cultures: are Western Personality Dimensions Relevant in Chinese Culture?
By Leigh Anne Liu, Ray Friedman, ...
-
By Zhenzhong Ma
-
By Henry Kim Moon, D. Scott Derue, ...
-
Early Words that Work: The Impact of Linguistic Mimicry on Negotiation Outcomes
By Roderick I. Swaab, William Maddux, ...
-
By Debra A. Gilin, Annette Gagnon, ...