Skip to main content
Virtual IACM 2021

Full Program »

Conversation Dynamics Predicts Negotiation Outcomes

Extensive research has shown that verbal and non-verbal communication strategies can affect negotiation outcomes. But could being an outstanding negotiator take more than having the right words, the right tone, and the right smile? We explore how differences in conversation dynamics—such as how much, how often, and how fast negotiators talk—relate to negotiation outcomes. We analyzed 18,796 speech turns from 180 negotiation simulation recordings. We found that longer average speech turns are positively associated with objective outcome, while frequent backchannels positively predict relational outcomes. Variance in speech turns and frequent interruptions both negatively relate with objective and relational outcomes, respectively. This research suggests for the first time that how much and how often negotiators talk, acquiesce, and interrupt could make or break a deal.

Matteo Di Stasi
ESADE, Universitat Ramon Llull

Emma Templeton
Dartmouth College
United States

Jordi Quoidbach
ESADE, Universitat Ramon Llull


Powered by OpenConf®
Copyright ©2002-2020 Zakon Group LLC