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

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

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Year of publication:	2009
Authors:	Swaab, Roderick I. ; Maddux, William ; Sinaceur, Marwan ; Huffaker, David ; Diermeier, Daniel
Publisher:	[S.l.] : SSRN
Subject:	Linguistik \| Linguistics \| Verhandlungen \| Negotiations \| Sprache \| Language

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Extent:	1 Online-Ressource (16 p)
Type of publication:	Book / Working Paper
Language:	English
Notes:	In: 22nd Annual IACM Conference Nach Informationen von SSRN wurde die ursprüngliche Fassung des Dokuments June 15, 2009 erstellt
Other identifiers:	10.2139/ssrn.1493517 [DOI]
Source:	ECONIS - Online Catalogue of the ZBW

Persistent link: https://www.econbiz.de/10014202318