Curhan Jared R, Pentland Alex
Sloan School of Management, Massachusetts Institute of Technology, Cambridge, MA 02142-1347, USA.
J Appl Psychol. 2007 May;92(3):802-11. doi: 10.1037/0021-9010.92.3.802.
In this research the authors examined whether conversational dynamics occurring within the first 5 minutes of a negotiation can predict negotiated outcomes. In a simulated employment negotiation, microcoding 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 success among high-status parties were different from those associated with success among low-status parties. Results are interpreted in light of theory and research exploring the predictive power of "thin slices" of behavior (N. Ambady & R. Rosenthal, 1992). Implications include the development of new technology to diagnose and improve negotiation processes.
在本研究中，作者考察了谈判开始后5分钟内出现的对话动态是否能够预测谈判结果。在一次模拟雇佣谈判中，计算机进行的微观编码显示，活跃度、对话参与度、韵律强调和语音镜像能够预测个体谈判结果中30%的差异。高地位谈判方成功时的对话动态与低地位谈判方成功时的不同。研究结果是根据探讨行为“薄片”预测能力的理论和研究（N. 安巴迪和R. 罗森塔尔，1992年）来解读的。其意义包括开发新技术以诊断和改进谈判过程。
