Thin slices of negotiation: predicting outcomes from conversational dynamics within the first 5 minutes.
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 success among low-status parties. Results are interpreted in light of theory and research exploring the predictive power of "thin slices" of behavior (N. Ambady & R. Rosenthal, 1992). Implications include the development of new technology to diagnose and improve negotiation processes.
Curhan
Jared R
JR
Sloan School of Management, Massachusetts Institute of Technology, Cambridge, MA 02142-1347, USA. curhan@post.harvard.edu
Pentland
Alex
A
D003142:Communication; D005260:Female; D006801:Humans; D008297:Male; D017008:Negotiating; D009633:Nonverbal Communication; D012919:Social Behavior; D013060:Speech; D013997:Time Factors; D014705:Verbal Behavior