How Much Do We Say? Using Informativeness of Negotiation Text Records for Early Prediction of Negotiation Outcomes
Author
Abstract
Suggested Citation
DOI: 10.1007/s10726-010-9211-9
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- 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.
- Wendi L. Adair & Jeanne M. Brett, 2005. "The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation," Organization Science, INFORMS, vol. 16(1), pages 33-51, February.
- Wagner Kamakura & Suman Basuroy & Peter Boatwright, 2006. "Is silence golden? An inquiry into the meaning of silence in professional product evaluations," Quantitative Marketing and Economics (QME), Springer, vol. 4(2), pages 119-141, June.
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- Michael Filzmoser & Patrick Hippmann & Rudolf Vetschera, 2016. "Analyzing the Multiple Dimensions of Negotiation Processes," Group Decision and Negotiation, Springer, vol. 25(6), pages 1169-1188, November.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- 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.
- 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.
- 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.
- 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.
- Fowdur, Lona & Kadiyali, Vrinda & Prince, Jeffrey, 2012.
"Racial bias in expert quality assessment: A study of newspaper movie reviews,"
Journal of Economic Behavior & Organization, Elsevier, vol. 84(1), pages 292-307.
- Lona Fowdur & Vrinda Kadiyali & Jeffrey T. Prince, 2009. "Racial Bias in Expert Quality Assessment: A Study of Newspaper Movie Reviews," Working Papers 2010-13, Indiana University, Kelley School of Business, Department of Business Economics and Public Policy.
- Ott, Ursula F. & Prowse, Peter & Fells, Ray & Rogers, Helen, 2016. "The DNA of negotiations as a set theoretic concept: A theoretical and empirical analysis," Journal of Business Research, Elsevier, vol. 69(9), pages 3561-3571.
- Johannes Gettinger & Michael Filzmoser & Sabine T. Koeszegi, 2016. "Why can’t we settle again? Analysis of factors that influence agreement prospects in the post-settlement phase," Journal of Business Economics, Springer, vol. 86(4), pages 413-440, May.
- Michele Griessmair & Daniel Druckman, 2018. "To Match or Not to Match? Reactions to Turning Points in Negotiation," Group Decision and Negotiation, Springer, vol. 27(1), pages 61-83, February.
- Thaís L. D. Souza & Marislei Nishijima & Ana C. P. Fava, 2019. "Do consumer and expert reviews affect the length of time a film is kept on screens in the USA?," Journal of Cultural Economics, Springer;The Association for Cultural Economics International, vol. 43(1), pages 145-171, March.
- Brian Klaas & Anna-Katherine Ward, 2015. "Formal, Justice-Oriented Voice in the Nonunion Firm: Who Speaks Up and When?," Industrial Relations: A Journal of Economy and Society, Wiley Blackwell, vol. 54(2), pages 321-356, April.
- William W. Baber, 2018. "Identifying Macro Phases Across the Negotiation Lifecycle," Group Decision and Negotiation, Springer, vol. 27(6), pages 885-903, December.
- Yunxia Zhu, 2009. "Managing Business Relationships in New Zealand and China," Management International Review, Springer, vol. 49(2), pages 225-248, April.
- Hofmann, Julian & Clement, Michel & Völckner, Franziska & Hennig-Thurau, Thorsten, 2017. "Empirical generalizations on the impact of stars on the economic success of movies," International Journal of Research in Marketing, Elsevier, vol. 34(2), pages 442-461.
- Muhammed-Fatih Kaya & Mareike Schoop, 2022. "Analytical Comparison of Clustering Techniques for the Recognition of Communication Patterns," Group Decision and Negotiation, Springer, vol. 31(3), pages 555-589, June.
- Angela (Xia) Liu & Tridib Mazumdar & Bo Li, 2015. "Counterfactual Decomposition of Movie Star Effects with Star Selection," Management Science, INFORMS, vol. 61(7), pages 1704-1721, July.
- 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.
- Marco Caliendo & Michel Clement & Edlira Shehu, 2015. "The effect of individual professional critics on books’ sales: capturing selection biases from observable and unobservable factors," Marketing Letters, Springer, vol. 26(4), pages 423-436, December.
- Roger Volkema, 2012. "Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures," Brazilian Business Review, Fucape Business School, vol. 9(2), pages 88-108, April.
- Alexandra A. Mislin & Peter A. Boumgarden & Daisung Jang & William P. Bottom, 2015. "Accounting for reciprocity in negotiation and social exchange," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 10(6), pages 571-589, November.
- Kern, Mary C. & Brett, Jeanne M. & Weingart, Laurie R. & Eck, Chase S., 2020. "The “fixed” pie perception and strategy in dyadic versus multiparty negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 157(C), pages 143-158.
More about this item
Keywords
Electronic negotiations; Text data mining; Machine learning; Language patterns; Early prediction of success or failure;All these keywords.
Statistics
Access and download statisticsCorrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:grdene:v:21:y:2012:i:3:d:10.1007_s10726-010-9211-9. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.