The Telling Tail: Signals of Success in Electronic Negotiation Texts


We analyze the linguistic behaviour of participants in bilateral electronic negotiations, and discover that particular language characteristics are in contrast with face-to-face negotiations. Language patterns in the later part of electronic negotiation are highly indicative of the successful or unsuccessful outcome of the process, whereas in face-toface negotiations, the first part of the negotiation is more useful for predicting the outcome. We formulate our problem in terms of text classification on negotiation segments of different sizes. The data are represented by a variety of linguistic features that capture the gist of the discussion: negotiationor strategy-related words. We show that, as we consider ever smaller final segments of a negotiation transcript, the negotiationrelated words become more indicative of the negotiation outcome, and give predictions with higher accuracy than larger segments from the beginning of the process.

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@inproceedings{Sokolova2008TheTT, title={The Telling Tail: Signals of Success in Electronic Negotiation Texts}, author={Marina Sokolova and Vivi Nastase and Stan Szpakowicz}, booktitle={IJCNLP}, year={2008} }