Abstract
This research examined the relationship between Linguistic Style Matching - the degree to which negotiators coordinate their word use - and negotiation outcome. Nine hostage negotiations were divided into 6 time stages and the dialogue of police negotiators and hostage takers compared across 12 linguistic dimensions. Correlational analyses showed that successful negotiations were associated with higher aggregate levels of Linguistic Style Matching (LSM) than unsuccessful negotiations. This result was due to dramatic fluctuations of LSM during unsuccessful negotiations, with negotiators unable to maintain the constant levels of rapport and coordination that occurred in successful negotiations. A further analysis of LSM at the local turn-by-turn level revealed complex but organized variations in behavior across outcome. In comparison to unsuccessful negotiations, the dialogue of successful negotiations involved greater coordination of turn taking, reciprocation of positive affect, a focus on the present rather than the past, and a focus on alternatives rather than on competition.
Sign-in/Register to access full text options 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callDisclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
