Thin slices of negotiation: predicting outcomes from conversational dynamics within the first 5 minutes.

@article{Curhan2007ThinSO,
  title={Thin slices of negotiation: predicting outcomes from conversational dynamics within the first 5 minutes.},
  author={Jared Curhan and Alex Pentland},
  journal={The Journal of applied psychology},
  year={2007},
  volume={92 3},
  pages={802-11}
}
In this research the authors examined whether conversational dynamics occurring within the first 5 minutes of a negotiation can predict negotiated outcomes. In a simulated employment negotiation, microcoding conducted by a computer showed that activity level, conversational engagement, prosodic emphasis, and vocal mirroring predicted 30% of the variance in individual outcomes. The conversational dynamics associated with success among high-status parties were different from those associated with… CONTINUE READING
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