12,000

We have over 12,000 students, from over 100 countries, within one of the safest campuses in the UK

93%

93% of Lancaster students go into work or further study within six months of graduating

Home > Research > Publications & Outputs > Linguistic style matching and negotiation outcome.
View graph of relations

« Back

Linguistic style matching and negotiation outcome.

Research output: Contribution to journalJournal article

Published

Associated organisational unit

Journal publication date08/2008
JournalNegotiation and Conflict Management Research
Journal number3
Volume1
Number of pages19
Pages263-281
Original languageEnglish

Abstract

This research examined the relationship between Linguistic Style Matching—the degree to which negotiators coordinate their word use—and negotiation outcome. Nine hostage negotiations were divided into 6 time stages and the dialogue of police negotiators and hostage takers analyzed across 18 linguistic categories. Correlational analyses showed that successful negotiations were associated with higher aggregate levels of Linguistic Style Matching (LSM) than unsuccessful negotiations. This result was due to dramatic fluctuations of LSM during unsuccessful negotiations, with negotiators unable to maintain the constant levels of rapport and coordination that occurred in successful negotiations. A further analysis of LSM at the local turn-by-turn level revealed complex but organized variations in behavior across outcome. In comparison to unsuccessful negotiations, the dialogue of successful negotiations involved greater coordination of turn taking, reciprocation of positive affect, a focus on the present rather than the past, and a focus on alternatives rather than on competition.

Bibliographic note

This is a pre-print of an article published in Negotiation and Conflict Management Research 1 (3) 2008. (c) Wiley.