Thin slices of negotiation: Predicting outcomes from conversational dynamics within the first 5 minutes
Thin slices of negotiation: Predicting outcomes from conversational dynamics within the first 5 minutes
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DOI：
10.1037/0021-9010.92.3.802
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发表时间：
2007-05-01
影响因子：
9.9
通讯作者：
Pentland, Alex
中科院分区：
文献类型：
--
作者：
Curhan, Jared R.;Pentland, Alex
在这项研究中，作者研究了谈判前 5 分钟内发生的对话动态是否可以预测谈判结果。在模拟就业谈判中，计算机进行的微编码显示，活动水平、对话参与度、韵律重点和声音镜像可以预测个人结果中 30% 的差异。与高地位方成功相关的对话动态与与低地位方成功相关的对话动态不同。根据探索行为“薄片”预测能力的理论和研究来解释结果（N. Ambady & R. Rosenthal，1992）。其影响包括开发诊断和改进谈判流程的新技术。
In this research the authors examined whether conversational dynamics occurring within the first 5 minutes of a negotiation can predict negotiated outcomes. In a simulated employment negotiation, microcoding conducted by a computer showed that activity level, conversational engagement, prosodic emphasis, and vocal mirroring 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 behavior (N. Ambady & R. Rosenthal, 1992). Implications include the development of new technology to diagnose and improve negotiation processes.