The Language of Coalition Formation in Online Multiparty Negotiations  

Oleh:

Huffaker, David A. ; Swaab, Roderick I. ; Diermeier, Daniel

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Journal of Language and Social Psychology (Full Text) vol. 30 no. 1 (Mar. 2011), page 66-81.
Topik: language; coalitions; multiparty negotiations; communication accommodation theory; computational linguistics; information entropy
Fulltext: p. 66-81.pdf (290.14KB)

Isi artikel

The purpose of this study is to examine how language affects coalition formation in multiparty negotiations. The authors relied on communication accommodation theory for theoretical framing and hypothesized that language can help coalition partners reach an agreement when it is used to increase a sense of unity. Findings of an experimental study support this hypothesis, demonstrating that greater linguistic convergence and assent increase agreements between potential coalition partners whereas the expression of negative emotion words decrease agreement. The implications for coalition formation and the study of language in negotiations are discussed.

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