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      Thin slices of negotiation: predicting outcomes from conversational dynamics within the first 5 minutes.

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      The Journal of applied psychology

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          Abstract

          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.

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          Author and article information

          Journal
          J Appl Psychol
          The Journal of applied psychology
          0021-9010
          0021-9010
          May 2007
          : 92
          : 3
          Affiliations
          [1 ] Sloan School of Management, Massachusetts Institute of Technology, Cambridge, MA 02142-1347, USA. curhan@post.harvard.edu
          Article
          2007-06438-016
          10.1037/0021-9010.92.3.802
          17484559
          2007 APA, all rights reserved

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