The role of emotion and language in dyadic e-negotiations
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.
|Keywords||Computer mediated communication, Electronic negotiation, Emotion, Logistic regression|
|Journal||Group Decision and Negotiation|
Hine, M.J, Murphy, S.A. (Steven A.), Weber, M. (Michael), & Kersten, G. (Gregory). (2009). The role of emotion and language in dyadic e-negotiations. Group Decision and Negotiation, 18(3), 193–211. doi:10.1007/s10726-008-9151-9