Department of People Management and Organisation, ESADE Business School, Universitat Ramon Llull.
Department of Psychological and Brain Sciences, Dartmouth College.
J Appl Psychol. 2024 Jul;109(7):1077-1093. doi: 10.1037/apl0001136. Epub 2023 Oct 12.
How much should you talk, pause, or interrupt your counterpart in negotiations? The present research on the macrostructure of negotiation conversations to examine how systematic differences in conversation dynamics-the structural and temporal patterns that arise from the presence or absence of speech between interlocutors-relate to objective and relational outcomes at the bargaining table. We examined 38,564 speech turns from 239 online negotiation recordings and derived, for each negotiator ( = 380), 16 measures pertaining to seven dimensions of conversation dynamics: speaking time, turn length, pauses, speech rate, interruptions, backchannels, and response time. Network analyses reveal that many of these measures are interconnected, with clusters of variables suggesting broad differences in negotiators' propensity to "talk vs. listen" and to mimic their counterparts. Regression and Least Absolute Shrinkage and Selection Operator (LASSO) analyses further show that several measures uniquely predict objective and relational outcomes in videoconference negotiations. At the objective level, negotiators who speak more, faster, and with fewer pauses tend to get better deals. At the relational level, negotiators who refrain from interrupting and display more dynamic turn length (i.e., low similarity over successive turns) are better liked. Taken together, the results suggest that conversation dynamics could make or break deals. (PsycInfo Database Record (c) 2024 APA, all rights reserved).
在谈判中，你应该说多少话、停顿或打断对方？本研究对谈判对话的宏观结构进行了研究，以考察对话动态的系统差异（即说话者之间存在或不存在言语时产生的结构和时间模式）如何与谈判桌上的客观和关系结果相关。我们检查了 239 个在线谈判记录中的 38564 个言语回合，并为每个谈判者（=380）得出了 16 个与对话动态七个维度相关的措施：说话时间、回合长度、停顿、说话速度、打断、回应时间。网络分析显示，这些措施中的许多都是相互关联的，有一些变量聚类表明谈判者“说话与倾听”的倾向以及模仿对方的倾向存在明显差异。回归和最小绝对收缩和选择算子（LASSO）分析进一步表明，一些措施可以独特地预测视频会议谈判中的客观和关系结果。在客观层面上，说话更多、更快、停顿更少的谈判者往往能达成更好的交易。在关系层面上，不打断和展示更具动态回合长度（即连续回合之间相似度低）的谈判者更受欢迎。总之，研究结果表明，对话动态可能会影响交易的成败。
