HUFFAKER Daniel, SWAAB Roderick, DIERMEIER Daniel
The Language of Coalition Formation in Online Multiparty Negotiations Journal of Language and Social Psychology 30 (2011) 66-81
The purpose of this study is to examine how language affects coalition formation in multiparty negotiations. The authors relied on communication accommodation theory for theoretical framing and hypothesized that language can help coalition partners reach agreement when it is used to increase a sense of unity. The findings of an experimental study support this hypothesis, demonstrating that greater linguistic convergence and assent increase agreements between potential coalition partners, whereas the expression of negative emotion words decreases agreement. The implications for coalition formation and the study of language in negotiations are discussed.
SWAAB Roderick, GALINSKY Adam D., MEDVEC D., DIERMEIER Daniel
The Communication Orientation Model: Explaining the Diverse Effects of Communication Media on Integrative Negotiation Outcomes Personality and Social Psychology Review. Forthcoming