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  • Citation 228813447

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    Alvee Naivd
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    This paper examines how to predict the outcome of electronic negotiations by analyzing text-based communication between negotiators. The researchers studied negotiation transcripts to identify linguistic signals that correlate with negotiation success, such as the use of particular words, syntactic structures, and writing styles. Certain textual features in the negotiations, such as expressing optimism or specificity, were found to indicate a higher likelihood of reaching agreement.

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    citation-228813447

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    This paper examines how to predict the outcome of electronic negotiations by analyzing text-based communication between negotiators. The researchers studied negotiation transcripts to identify linguistic signals that correlate with negotiation success, such as the use of particular words, syntactic structures, and writing styles. Certain textual features in the negotiations, such as expressing optimism or specificity, were found to indicate a higher likelihood of reaching agreement.

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    5 views1 page

    Citation 228813447

    Uploaded by

    Alvee Naivd
    This paper examines how to predict the outcome of electronic negotiations by analyzing text-based communication between negotiators. The researchers studied negotiation transcripts to identify linguistic signals that correlate with negotiation success, such as the use of particular words, syntactic structures, and writing styles. Certain textual features in the negotiations, such as expressing optimism or specificity, were found to indicate a higher likelihood of reaching agreement.

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    © All Rights Reserved
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    Sokolova, Marina & Nastase, Vivi & Szpakowicz, Stan. (2008).

    The telling tail:


    signals of success in electronic negotiation texts.

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