Jared R. Curhan
Massachusetts Institute of Technology (MIT) – Sloan School of Management
Massachusetts Institute of Technology (MIT)
Journal of Applied Psychology, Vol. 92, pp. 802-811, 2007
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 activity level, conversational engagement, prosodic emphasis, and vocal mirroring predicted 30% of the variance in individual outcomes. The conversational dynamics associated with individual success among high-status parties were different from those associated with individual success among low-status parties. Results are interpreted in light of theory and research exploring the predictive power of «thin slices» (Ambady & Rosenthal, 1992). Implications include the development of new technology to diagnose and improve negotiation processes.