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http://ssrn.com/abstract=973827
 
 

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Thin Slices of Negotiation: Predicting Outcomes from Conversational Dynamics Within the First Five Minutes


Jared R. Curhan


Massachusetts Institute of Technology (MIT) - Sloan School of Management; Harvard University - General Management Unit

Alex Pentland


Massachusetts Institute of Technology (MIT)


Journal of Applied Psychology, Vol. 92, pp. 802-811, 2007

Abstract:     
In this research we examine whether conversational dynamics occurring within the first five minutes of a negotiation can predict negotiated outcomes. In a simulated employment negotiation, micro-coding 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 individual success among high-status parties were different from those associated with individual success among low-status parties. Results are interpreted in light of theory and research exploring the predictive power of "thin slices" (Ambady & Rosenthal, 1992). Implications include the development of new technology to diagnose and improve negotiation processes.

Number of Pages in PDF File: 31

Keywords: Negotiation, thin slices, conversational dynamics, speech features, nonverbal, communication, artificial intelligence

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Date posted: March 26, 2007 ; Last revised: July 13, 2008

Suggested Citation

Curhan, Jared R. and Pentland, Alex, Thin Slices of Negotiation: Predicting Outcomes from Conversational Dynamics Within the First Five Minutes. Journal of Applied Psychology, Vol. 92, pp. 802-811, 2007. Available at SSRN: http://ssrn.com/abstract=973827

Contact Information

Jared R. Curhan (Contact Author)
Massachusetts Institute of Technology (MIT) - Sloan School of Management ( email )
50 Memorial Drive, E52-554
Cambridge, MA 02142
United States
617-253-5219 (Phone)
617-253-2660 (Fax)
Harvard University - General Management Unit ( email )
Cambridge, MA
United States
Alex Pentland
Massachusetts Institute of Technology (MIT) ( email )
77 Massachusetts Avenue
50 Memorial Drive
Cambridge, MA 02139-4307
United States
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