How Much Do We Say? Using Informativeness of Negotiation Text Records for Early Prediction of Negotiation Outcomes
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DOI: 10.1007/s10726-010-9211-9
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- Wendi L. Adair & Jeanne M. Brett, 2005. "The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation," Organization Science, INFORMS, vol. 16(1), pages 33-51, February.
- Wagner Kamakura & Suman Basuroy & Peter Boatwright, 2006. "Is silence golden? An inquiry into the meaning of silence in professional product evaluations," Quantitative Marketing and Economics (QME), Springer, vol. 4(2), pages 119-141, June.
- Michael J. Hine & Steven A. Murphy & Michael Weber & Gregory Kersten, 2009. "The Role of Emotion and Language in Dyadic E-negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 193-211, May.
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Cited by:
- Michael Filzmoser & Patrick Hippmann & Rudolf Vetschera, 2016. "Analyzing the Multiple Dimensions of Negotiation Processes," Group Decision and Negotiation, Springer, vol. 25(6), pages 1169-1188, November.
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Keywords
Electronic negotiations; Text data mining; Machine learning; Language patterns; Early prediction of success or failure;All these keywords.
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