Jared Curhan, Alex Pentland, Ron Caneel, Nathan Eagle, Martin Martin

Abstract

In this research we examine whether conversational dynamics occurring within the first five minutes of a negotiation can predict negotiated outcomes. In a simulated employment negotiation, micro-coding conducted by a computer showed that prosodic emphasis, mirroring, conversational turn-taking, and activity level predicted 30% of the variance in individual outcomes. The conversational dynamics associated with success among high-status parties were different from those associated with success among low-status parties. Results are interpreted in light of theory and research exploring the predictive power of “thin slices” of expressive behavior (Ambadi & Rosenthal, 1992). Implications include the development of new technology to diagnose and improve negotiation processes.