Publication

A Negotiation Analyzer

Alex 'Sandy' Pentland, Jared Curhan, J. Khilnani, M. Martin, N. Eagle, R.Caneel, A. Madan

Abstract

Nonlinguistic social signals are often as important as linguistic content in predicting behavioral outcomes [1,2]. We show that an automated measure of non-linguistic vocal signaling (`tone of voice’) predicts more than 1/3d of the variation in a negotiation’s objective and subjective outcomes.

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