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Data Spaces: Combining Goal-Driven and Data-Driven Approaches in Community Decision and Negotiation Support Read chapter Read first chapter

2017 | OriginalPaper | Chapter

The Role of Sentiment and Cultural Differences in the Communication Process of e-Negotiations

Authors : Nil-Jana Akpinar, Simon Alfano, Gregory Kersten, Bo Yu

Published in: Group Decision and Negotiation. A Socio-Technical Perspective

Publisher: Springer International Publishing

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Abstract

Research shows that cultural differences affect negotiation processes and outcomes in many different ways. In this paper, we examine the interactions between communication processes, language, and cultural differences in dyadic e-negotiations. We use textual analysis methods to measure the language sentiment (also referred to as tone) of the messages. We make use of 9,703 messages (and offers with messages) in 1,147 negotiations conducted with the web-based negotiation support system Inspire. We find evidence that the more positive a message’s sentiment, the more positive the sentiment of the next message. Our results indicate that this effect is less pronounced in intercultural negotiations. Furthermore, we observe higher payoffs for the party who initiates the conversation. Initiation reduces the risk of obtaining only a low payoff. Some cultural groups, such as German-speaking Western Europeans, emerge as particularly likely to initiate a negotiation.

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Footnotes
1
World subdivision into macro geographical regions and geographical sub-regions conducted by the UNSD, cf. http://​unstats.​un.​org/​unsd/​methods/​m49/​m49regin.​htm (12-6-2016).
 
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Metadata
Title
The Role of Sentiment and Cultural Differences in the Communication Process of e-Negotiations
Authors
Nil-Jana Akpinar
Simon Alfano
Gregory Kersten
Bo Yu
Copyright Year
2017
Book
Group Decision and Negotiation. A Socio-Technical Perspective

Print ISBN: 978-3-319-63545-3

Electronic ISBN: 978-3-319-63546-0

Copyright Year: 2017

DOI
https://doi.org/10.1007/978-3-319-63546-0_10

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