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The Role of Emotion and Language in Dyadic E-negotiations

Author

Listed:
  • Michael J. Hine

    (Carleton University)

  • Steven A. Murphy

    (Carleton University)

  • Michael Weber

    (Carleton University)

  • Gregory Kersten

    (Concordia University)

Abstract

This paper examines the emotion and tone of language used by e-negotiation participants. Eight hundred e-negotiations of varying lengths were studied and significant differences between successful and unsuccessful e-negotiations were uncovered. Participants in successful e-negotiations expressed significantly more positive emotion and agreeable language, and significantly less negative language in their textual exchanges than participants in failed e-negotiations. Further, successful e-negotiations were shorter in elapsed time than unsuccessful e-negotiations. Logistic regression results indicate that use of agreeable language throughout the e-negotiation process is a significant predictor of e-negotiation success, while the use of negative language is only significant to e-negotiation success (failure) in the last half of the e-negotiation.

Suggested Citation

  • Michael J. Hine & Steven A. Murphy & Michael Weber & Gregory Kersten, 2009. "The Role of Emotion and Language in Dyadic E-negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 193-211, May.
    • Handle: RePEc:spr:grdene:v:18:y:2009:i:3:d:10.1007_s10726-008-9151-9
    DOI: 10.1007/s10726-008-9151-9
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    References listed on IDEAS

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    Cited by:

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    3. Jennifer D. Parlamis & Ingmar Geiger, 2015. "Mind the Medium: A Qualitative Analysis of Email Negotiation," Group Decision and Negotiation, Springer, vol. 24(2), pages 359-381, March.
    4. Franco, L. Alberto & Hämäläinen, Raimo P. & Rouwette, Etiënne A.J.A. & Leppänen, Ilkka, 2021. "Taking stock of behavioural OR: A review of behavioural studies with an intervention focus," European Journal of Operational Research, Elsevier, vol. 293(2), pages 401-418.
    5. Debby Damen & Per Wijst & Marije Amelsvoort & Emiel Krahmer, 2020. "The Effect of Perspective-Taking on Trust and Understanding in Online and Face-to-Face Mediations," Group Decision and Negotiation, Springer, vol. 29(6), pages 1121-1156, December.
    6. Michele Griessmair & Johannes Gettinger, 2020. "Take the Right Turn: The Role of Social Signals and Action–Reaction Sequences in Enacting Turning Points in Negotiations," Group Decision and Negotiation, Springer, vol. 29(3), pages 425-459, June.
    7. Marina Sokolova & Guy Lapalme, 2012. "How Much Do We Say? Using Informativeness of Negotiation Text Records for Early Prediction of Negotiation Outcomes," Group Decision and Negotiation, Springer, vol. 21(3), pages 363-379, May.
    8. Christoph Laubert & Jennifer Parlamis, 2019. "Are You Angry (Happy, Sad) or Aren’t You? Emotion Detection Difficulty in Email Negotiation," Group Decision and Negotiation, Springer, vol. 28(2), pages 377-413, April.
    9. Michele Griessmair, 2017. "Ups and Downs: Emotional Dynamics in Negotiations and Their Effects on (In)Equity," Group Decision and Negotiation, Springer, vol. 26(6), pages 1061-1090, November.
    10. Michael Ahearne & Yashar Atefi & Son K. Lam & Mohsen Pourmasoudi, 2022. "The future of buyer–seller interactions: a conceptual framework and research agenda," Journal of the Academy of Marketing Science, Springer, vol. 50(1), pages 22-45, January.
    11. Ilkka Leppänen & Raimo P. Hämäläinen & Esa Saarinen & Mikko Viinikainen, 2018. "Intrapersonal Emotional Responses to the Inquiry and Advocacy Modes of Interaction: A Psychophysiological Study," Group Decision and Negotiation, Springer, vol. 27(6), pages 933-948, December.

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