Abstract
Negotiation support systems often allow an exchange of messages that help explain better the offers and positions of the negotiators. Collections of such messages can be analyzed using Natural Language Processing techniques. We work with a large collection accumulated by the Inspire system. The messages are unedited and share characteristics with email text data. We use them to classify negotiations as successful or failed, and to find language patterns characteristic of these two classes. The preliminary results show that certain patterns in the language of the messages do predict whether the negotiation will succeed.
Work supported by a major SSHRC grant and an NSERC doctoral scholarship.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
Jurafsky, D., Martin, J.H.: Speech and Language Processing. Prentice-Hall, Englewood Cliffs (2000)
Kersten, G.E.: The Science and Engineering of E-negotiation: An Introduction. InterNeg Report 02/03 (2003), interneg.org/interneg/research/papers/
Kersten, G.E., Zhang, G.: Mining Inspire Data for the Determinants of Successful Internet Negotiations. Central European J. of Operational Research 11(3), 297–316 (2003)
Oakes, M.P.: Statistics for Corpus Linguistics. Edinburg University Press (1998)
Sokolova, M., Marchand, M., Japkowicz, N., Shawe-Taylor, J.: The Decision List Machine. In: Advances in Neural Information Processing Systems, vol. 15, pp. 921–928. The MIT Press, Cambridge (2003)
Sokolova, M., Szpakowicz, S., Nastase, V.: Automatically Building a Lexicon from Raw Noisy Data in a Closed Domain. INR01/04 (2004), http://interneg.org/interneg/research/papers/
Sokolova, M., Szpakowicz, S., Nastase, V.: Language Patterns in Text Messages of Electronic Negotiations: A Preliminary Study. INR05/04 (2004), http://interneg.org/interneg/research/papers/
Simons, T.: Speech Patterns and the Concept of Utility in Cognitive Maps: the Case of Integrative Bargaining. Academy of Management J. 38(1), 139–156 (1993)
Tweedie, F.J., Baayen, R.H.: How Variable a Constant be? Measures of Lexical Richness in Perspective. Computers and the Humanities 32, 323–352 (1998)
Witten, I., Frank, E.: Data Mining. Morgan Kaufmann, San Francisco (2000), http://www.cs.waikato.ac.nz/ml/weka/
Author information
Authors and Affiliations
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2004 Springer-Verlag Berlin Heidelberg
About this paper
Cite this paper
Sokolova, M., Szpakowicz, S., Nastase, V. (2004). Using Language to Determine Success in Negotiations: A Preliminary Study. In: Tawfik, A.Y., Goodwin, S.D. (eds) Advances in Artificial Intelligence. Canadian AI 2004. Lecture Notes in Computer Science(), vol 3060. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-540-24840-8_36
Download citation
DOI: https://doi.org/10.1007/978-3-540-24840-8_36
Publisher Name: Springer, Berlin, Heidelberg
Print ISBN: 978-3-540-22004-6
Online ISBN: 978-3-540-24840-8
eBook Packages: Springer Book Archive