IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v22y2013i1d10.1007_s10726-012-9301-y.html
   My bibliography  Save this article

Negotiation Outcome Classification Using Language Features

Author

Listed:
  • Douglas P. Twitchell

    (Illinois State University)

  • Matthew L. Jensen

    (University of Oklahoma)

  • Douglas C. Derrick

    (University of Nebraska at Omaha)

  • Judee K. Burgoon

    (University of Arizona)

  • Jay F. Nunamaker

    (University of Arizona)

Abstract

In this paper we discuss the relationships among negotiations, integrative and distributive speech acts, and classification of negotiation outcome. Our findings present how using automated linguistic analysis can show the trajectory of negotiations towards convergence (resolution) or divergence (non-resolution) and how these trajectories accurately classify negotiation outcomes. Consequently, we present the results of our negotiation outcome classification study, in which we use a corpus of 20 transcripts of actual face-to-face negotiations to build and test two classification models. The first model uses language features and speech acts to place negotiation utterances onto an integrative and distributive scale. The second uses that scale to classify the negotiations themselves as successful or unsuccessful at the midpoint, three-quarters of the way through, and at the end of the negotiation. Classification accuracy rates were 80, 75, and 85 % respectively.

Suggested Citation

  • Douglas P. Twitchell & Matthew L. Jensen & Douglas C. Derrick & Judee K. Burgoon & Jay F. Nunamaker, 2013. "Negotiation Outcome Classification Using Language Features," Group Decision and Negotiation, Springer, vol. 22(1), pages 135-151, January.
    • Handle: RePEc:spr:grdene:v:22:y:2013:i:1:d:10.1007_s10726-012-9301-y
    DOI: 10.1007/s10726-012-9301-y
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s10726-012-9301-y
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s10726-012-9301-y?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. James K. Sebenius, 1992. "Negotiation Analysis: A Characterization and Review," Management Science, INFORMS, vol. 38(1), pages 18-38, January.
    2. Marwan Sinaceur & Margaret A. Neale, 2005. "Not All Threats are Created Equal: How Implicitness and Timing Affect the Effectiveness of Threats in Negotiations," Group Decision and Negotiation, Springer, vol. 14(1), pages 63-85, January.
    3. Marina Sokolova & Stan Szpakowicz, 2007. "Strategies and language trends in learning success and failure of negotiation," Group Decision and Negotiation, Springer, vol. 16(5), pages 469-484, September.
    Full references (including those not matched with items on IDEAS)

    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.
    1. Petru Lucian Curşeu & Sandra Schruijer, 2008. "The Effects of Framing on Inter-group Negotiation," Group Decision and Negotiation, Springer, vol. 17(4), pages 347-362, July.
    2. Kopelman, Shirli & Rosette, Ashleigh Shelby & Thompson, Leigh, 2006. "The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 81-101, January.
    3. Jos Timmermans, 2008. "Punctuated equilibrium in a non-linear system of action," Computational and Mathematical Organization Theory, Springer, vol. 14(4), pages 350-375, December.
    4. Caputo, Andrea, 2016. "Overcoming judgmental biases in negotiations: A scenario-based survey analysis on third party direct intervention," Journal of Business Research, Elsevier, vol. 69(10), pages 4304-4312.
    5. Mouzas, Stefanos & Ford, David, 2006. "Managing relationships in showery weather: The role of umbrella agreements," Journal of Business Research, Elsevier, vol. 59(12), pages 1248-1256, November.
    6. Rufo, M.J. & Martín, J. & Pérez, C.J., 2016. "A Bayesian negotiation model for quality and price in a multi-consumer context," Reliability Engineering and System Safety, Elsevier, vol. 147(C), pages 132-141.
    7. Johannes Spinnewijn & Frans Spinnewyn, 2015. "Revising claims and resisting ultimatums in bargaining problems," Review of Economic Design, Springer;Society for Economic Design, vol. 19(2), pages 91-116, June.
    8. Ogliastri, Enrique & Quintanilla, Carlos & Benetti, Sara, 2023. "International negotiation prototypes: The impact of culture," Journal of Business Research, Elsevier, vol. 159(C).
    9. Vignola, Raffaele & McDaniels, Tim L. & Scholz, Roland W., 2012. "Negotiation analysis for mechanisms to deliver ecosystem services: The case of soil conservation in Costa Rica," Ecological Economics, Elsevier, vol. 75(C), pages 22-31.
    10. Ray R. Hashemi & Louis A. Le Blanc, 2000. "Resource Allocation through Negotiation and Compromise: A Database Approach," Group Decision and Negotiation, Springer, vol. 9(4), pages 325-345, July.
    11. Tshering Chonzom, 2008. "Chinese Preconditions and Tibetan Initiatives," China Report, , vol. 44(2), pages 185-193, May.
    12. Djenane Arraes Moreira & Sylvain Malcorps & Maíra Moraes Vitorino, 2019. "When Journalists and Marketers Negotiate: A Competency-Based Analysis of Negotiation Processes in Brazilian and Belgian Media Organizations," ULB Institutional Repository 2013/295229, ULB -- Universite Libre de Bruxelles.
    13. Rudolf Vetschera & D. Kilgour, 2014. "Fair division of indivisible items between two players: design parameters for Contested Pile methods," Theory and Decision, Springer, vol. 76(4), pages 547-572, April.
    14. Ruud Gerards & Joan Muysken & Riccardo Welters, 2014. "Active Labour Market Policy by a Profit-Maximizing Firm," British Journal of Industrial Relations, London School of Economics, vol. 52(1), pages 136-157, March.
    15. Heiskanen, Pirja, 1999. "Decentralized method for computing Pareto solutions in multiparty negotiations," European Journal of Operational Research, Elsevier, vol. 117(3), pages 578-590, September.
    16. Andrea Morone & Serena Sandri & Tobias Uske, 2006. "On the absorbability of the Guessing Game Theory - A Theoretical and Experimental Analysis," Papers on Strategic Interaction 2006-33, Max Planck Institute of Economics, Strategic Interaction Group.
    17. Rasmusen, E., 1994. "A Model of Negotiation, not Bargainig," Papers 94-007, Indiana - Center for Econometric Model Research.
    18. Ghosh, Dipankar, 2000. "Complementary arrangements of organizational factors and outcomes of negotiated transfer price," Accounting, Organizations and Society, Elsevier, vol. 25(7), pages 661-682, October.
    19. G.E. Kersten & S.J. Noronha, 1997. "Negotiation Via the World Wide Web: A Cross-Cultural Study of Decision Making," Working Papers ir97052, International Institute for Applied Systems Analysis.
    20. Emin Karagözoglu & Arno Riedl, 2010. "Information, Uncertainty, and Subjective Entitlements in Bargaining," CESifo Working Paper Series 3133, CESifo.

    Corrections

    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:22:y:2013:i:1:d:10.1007_s10726-012-9301-y. 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.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.