The Time Course of Language Use in Multiparty Negotiations

Abstract

Language use is an important part of a negotiation. Prior research has shown that similarity in language use is conducive to reaching agreements. This paper uses Latent Semantic Analysis to explore how the similarity of language use develops and changes over the time course of a three-party negotiation. Results support theories that suggest that a gradual alignment of semantic representation increases the likelihood that parties will form a coalition.


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