The Role of Emotion and Language in Dyadic E-negotiations

Michael J. Hine (), Steven A. Murphy (), Michael Weber () and Gregory Kersten ()
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Michael J. Hine: Carleton University
Steven A. Murphy: Carleton University
Michael Weber: Carleton University
Gregory Kersten: Concordia University

Group Decision and Negotiation, 2009, vol. 18, issue 3, No 2, 193-211

Abstract: 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.

Keywords: Electronic negotiation; Computer mediated communication; Emotion; Logistic regression (search for similar items in EconPapers)
Date: 2009
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Citations: View citations in EconPapers (11)

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DOI: 10.1007/s10726-008-9151-9

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