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Linguistic style matching and negotiation outcome.

Taylor, Paul J. and Thomas, Sally (2008) Linguistic style matching and negotiation outcome. Negotiation and Conflict Management Research, 1 (3). pp. 263-281. ISSN 1750-4708

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    Abstract

    This research examined the relationship between Linguistic Style Matching—the degree to which negotiators coordinate their word use—and negotiation outcome. Nine hostage negotiations were divided into 6 time stages and the dialogue of police negotiators and hostage takers analyzed across 18 linguistic categories. Correlational analyses showed that successful negotiations were associated with higher aggregate levels of Linguistic Style Matching (LSM) than unsuccessful negotiations. This result was due to dramatic fluctuations of LSM during unsuccessful negotiations, with negotiators unable to maintain the constant levels of rapport and coordination that occurred in successful negotiations. A further analysis of LSM at the local turn-by-turn level revealed complex but organized variations in behavior across outcome. In comparison to unsuccessful negotiations, the dialogue of successful negotiations involved greater coordination of turn taking, reciprocation of positive affect, a focus on the present rather than the past, and a focus on alternatives rather than on competition.

    Item Type: Article
    Journal or Publication Title: Negotiation and Conflict Management Research
    Additional Information: This is a pre-print of an article published in Negotiation and Conflict Management Research 1 (3) 2008. (c) Wiley.
    Subjects: B Philosophy. Psychology. Religion > BF Psychology
    Departments: Faculty of Science and Technology > Psychology
    ID Code: 26912
    Deposited By: Dr Paul Taylor
    Deposited On: 18 Aug 2009 08:59
    Refereed?: Yes
    Published?: Published
    Last Modified: 09 Apr 2014 20:29
    Identification Number:
    URI: http://eprints.lancs.ac.uk/id/eprint/26912

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