How much should you talk, pause, or interrupt your counterpart in negotiations? The present research zooms out on the macrostructure of negotiation conversations to examine how systematic differences in conversation dynamics-the structural and temporal patterns that arise from the presence or absence of speech between interlocutors-relate to objective and relational outcomes at the bargaining table. We examined 38,564 speech turns from 239 online negotiation recordings and derived, for each negotiator (N = 380), 16 measures pertaining to seven dimensions of conversation dynamics: speaking time, turn length, pauses, speech rate, interruptions, backchannels, and response time. Network analyses reveal that many of these measures are interconnected, with clusters of variables suggesting broad differences in negotiators' propensity to "talk vs. listen" and to mimic their counterparts. Regression and Least Absolute Shrinkage and Selection Operator (LASSO) analyses further show that several measures uniquely predict objective and relational outcomes in videoconference negotiations. At the objective level, negotiators who speak more, faster, and with fewer pauses tend to get better deals. At the relational level, negotiators who refrain from interrupting and display more dynamic turn length (i.e., low similarity over successive turns) are better liked. Taken together, the results suggest that conversation dynamics could make or break deals. (PsycInfo Database Record (c) 2023 APA, all rights reserved).

中文翻译：

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缩小谈判桌：探索哪些对话动态可以预测谈判结果。

在谈判中你应该多说话、停顿或打断对方？本研究着眼于谈判对话的宏观结构，以研究对话动态的系统性差异（由于对话者之间是否有言语而产生的结构和时间模式）如何与谈判桌上的客观和关系结果相关。我们检查了 239 个在线谈判录音中的 38,564 个语音轮流，并为每个谈判者 (N = 380) 得出了与对话动态的七个维度相关的 16 个度量：发言时间、轮次长度、停顿、语速、中断、反向渠道和响应时间。网络分析显示，其中许多措施都是相互关联的，变量簇表明谈判者“说与听”和模仿对方的倾向存在巨大差异。回归和最小绝对收缩和选择算子 (LASSO) 分析进一步表明，有几种方法可以独特地预测视频会议谈判中的客观和相关结果。在客观层面上，谈判者说话越多、越快、停顿越少，往往会达成更好的协议。在关系层面上，不打断并表现出更多动态回合长度（即连续回合的相似度较低）的谈判者更受欢迎。总而言之，结果表明，对话的动态可以促成交易，也可以破坏交易。（PsycInfo 数据库记录 (c) 2023 APA，保留所有权利）。