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Zooming out on bargaining tables: Exploring which conversation dynamics predict negotiation outcomes.
Matteo Di Stasi1, Emma Templeton2, Jordi Quoidbach1
1Department of People Management and Organisation, ESADE Business School, Universitat Ramon Llull.
The Journal of Applied Psychology
|October 12, 2023
Summary
In negotiations, talking more and faster, with fewer pauses, leads to better objective outcomes. Avoiding interruptions and varying turn length enhances relational success, showing conversation dynamics are key to negotiation success.
Area of Science:
- Psychology
- Communication Studies
- Behavioral Economics
Background:
- Negotiation success is influenced by various factors, including communication patterns.
- Understanding the macrostructure of negotiation conversations offers insights into outcomes.
Purpose of the Study:
- To examine how conversation dynamics (speaking time, turn length, pauses, speech rate, interruptions, backchannels, response time) relate to objective and relational outcomes in negotiations.
- To identify specific conversational patterns that predict success at the bargaining table.
Main Methods:
- Analysis of 38,564 speech turns from 239 online negotiation recordings.
- Derivation of 16 measures across seven dimensions of conversation dynamics for 380 negotiators.
- Application of network analyses, regression, and Least Absolute Shrinkage and Selection Operator (LASSO) analyses.
Main Results:
- Negotiators who speak more, faster, and with fewer pauses achieve better objective outcomes.
- Refraining from interruptions and exhibiting dynamic turn length positively impacts relational outcomes.
- Conversation dynamics reveal distinct negotiator styles, such as 'talk vs. listen' tendencies and mimicry.
Conclusions:
- Conversation dynamics significantly predict both objective and relational outcomes in videoconference negotiations.
- Specific communication behaviors, like speaking rate and interruption frequency, are crucial for negotiation success.
- The study highlights the critical role of macro-level conversational patterns in determining negotiation effectiveness.
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