Negotiation Outcome Classification Using Language Features

Douglas P. Twitchell (), Matthew L. Jensen (), Douglas C. Derrick (), Judee K. Burgoon () and Jay F. Nunamaker ()
Additional contact information
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

Group Decision and Negotiation, 2013, vol. 22, issue 1, No 9, 135-151

Abstract: 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.

Keywords: Negotiation; Negotiation outcome; Language features; Machine learning; Speech acts; Classification (search for similar items in EconPapers)
Date: 2013
References: View references in EconPapers View complete reference list from CitEc
Citations:

Downloads: (external link)
http://link.springer.com/10.1007/s10726-012-9301-y Abstract (text/html)
Access to the full text of the articles in this series is restricted.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:spr:grdene:v:22:y:2013:i:1:d:10.1007_s10726-012-9301-y

Ordering information: This journal article can be ordered from
http://www.springer.com/journal/10726/PS2

DOI: 10.1007/s10726-012-9301-y

Access Statistics for this article

Group Decision and Negotiation is currently edited by Gregory E. Kersten

More articles in Group Decision and Negotiation from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().