Early Words that Work: The Impact of Linguistic Mimicry on Negotiation Outcomes

16 Pages Posted: 24 Oct 2009 Last revised: 4 Nov 2009

Date Written: June 15, 2009

Abstract

We examine how words within the first period of a conversation can predict agreement between conversation partners in multiparty and dyadic negotiations. In a computer-mediated environment, it was shown that linguistic mimicry increases the likelihood of agreement in a multiparty negotiation (Study 1) and individual gain in a dyadic negotiation (Study 2). Implications for thin slices theory for negotiations are discussed.

Suggested Citation

Swaab, Roderick I. and Maddux, William and Sinaceur, Marwan and Huffaker, David and Diermeier, Daniel, Early Words that Work: The Impact of Linguistic Mimicry on Negotiation Outcomes (June 15, 2009). 22nd Annual IACM Conference. Available at SSRN: https://ssrn.com/abstract=1493517 or http://dx.doi.org/10.2139/ssrn.1493517

Roderick I. Swaab (Contact Author)

INSEAD ( email )

Boulevard de Constance
77305 Fontainebleau Cedex
France

William Maddux

INSEAD - Organisational Behavior ( email )

Finance area, Boulevard de Constance
Fontainebleau 77305
France

David Huffaker

Northwestern University ( email )

2001 Sheridan Road
Evanston, IL 60208
United States

Daniel Diermeier

Northwestern University - Kellogg School of Management ( email )

2001 Sheridan Road
Evanston, IL 60208
United States

No contact information is available for Marwan Sinaceur

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