.png){kind=icon}
返回
Negotiation Outcome Classification Using Language Features
.png){kind=icon}
OA
AI
DOI：10.1007/s10726-012-9301-y.png)
.png){kind=icon}
.png){kind=icon}
分享.png){kind=icon}
收藏
摘要
En 中文
In this paper we discuss the relationships among negotiations, integrative and distributive speech acts, and classification of negotiation outcome. Our findings present how using automated linguistic analysis can show the trajectory of negotiations towards convergence (resolution) or divergence (non-resolution) and how these trajectories accurately classify negotiation outcomes. Consequently, we present the results of our negotiation outcome classification study, in which we use a corpus of 20 transcripts of actual face-to-face negotiations to build and test two classification models. The first model uses language features and speech acts to place negotiation utterances onto an integrative and distributive scale. The second uses that scale to classify the negotiations themselves as successful or unsuccessful at the midpoint, three-quarters of the way through, and at the end of the negotiation. Classification accuracy rates were 80, 75, and 85 % respectively.
Keyword:
Negotiation
Negotiation outcome
Language features
Machine learning
Speech acts
Classification
AI总结
对已上传原文的论文进行重点信息的提取，主要内容包括：简要概述、研究摘要、背景介绍、关键亮点、图文解析、展望与总结。
期刊
IF:
2.5
论文数:
1.3K
被引数:
1.4K
机构
引用论文
On the Development and Applications of Cellulosic Nanofibrillar and Nanocrystalline Materials纤维素纳米原纤和纳米晶材料的发展与应用
.png){kind=icon}
PREAI
分享收藏
查看更多内容