Paper: The Telling Tail: Signals of Success in Electronic Negotiation Texts

ACL ID I08-1034
Title The Telling Tail: Signals of Success in Electronic Negotiation Texts
Venue International Joint Conference on Natural Language Processing
Session Main Conference
Year 2008
Authors

We analyze the linguistic behaviour of par- ticipants in bilateral electronic negotiations, and discover that particular language char- acteristics are in contrast with face-to-face negotiations. Language patterns in the later part of electronic negotiation are highly in- dicative of the successful or unsuccessful outcome of the process, whereas in face-to- face negotiations, the first part of the nego- tiation is more useful for predicting the out- come. We formulate our problem in terms of text classification on negotiation segments of different sizes. The data are represented by a variety of linguistic features that cap- ture the gist of the discussion: negotiation- or strategy-related words. We show that, as we consider ever smaller final segments of a negotiation transcript, the negot...