Linguistic Style Matching and Negotiation Outcome

The impact of alcohol on affiliative verbal behavior: A systematic review and meta-analysis

BACKGROUND

Language is a fundamental aspect of human social behavior that is linked to many rewarding social experiences, such as social bonding. Potential effects of alcohol on affiliative language may therefore be an essential feature of alcohol reward and may elucidate pathways through which alcohol is linked to social facilitation. Examinations of alcohol's impact on language content, however, are sparse. Accordingly, this investigation represents the first systematic review and meta-analysis of alcohol's effects on affiliative language. We test the hypothesis that alcohol increases affiliative verbal approach behaviors and discuss future research directions.

METHODS

PsycInfo and Web of Science were systematically searched in March 2023 according to our preregistered plan. Eligible studies included social alcohol administration experiments in which affiliative verbal language was assessed. We present a random-effects meta-analysis that examines the effect of alcohol compared to control on measures of affiliative verbal behavior.

RESULTS

Our search identified 16 distinct investigations (comprising 961 participants) that examined the effect of alcohol on affiliative verbal behavior. Studies varied greatly in methods and measures. Meta-analytic results demonstrated that alcohol is modestly associated with increases in affiliative verbal behavior (Hedges' g = 0.164, 95% CI [0.027, 0.301], p = 0.019). Study quality was rated using an adapted version of the Quality Assessment Tool for Quantitative Studies and did not significantly moderate alcohol's effects.

CONCLUSIONS

This study provides preliminary evidence that alcohol can increase affiliative verbal behaviors. This effect may be an important feature of alcohol reward. Given heterogeneity in study features, low study quality ratings, and limited reporting of effect size data, results simultaneously highlight the promise of this research area and the need for more work. Advances in language processing methodologies that could allow future work to systematically expand upon this finding are discussed.

Validating computer-generated measures of linguistic style matching and accommodation in patient-clinician communication

OBJECTIVE

To explore the validity of computer-analyzed linguistic style matching (LSM) in patient-clinician communication.

METHODS

Using 330 transcribed HIV patient encounters, we quantified word use with Linguistic Inquiry and Word Count (LIWC), a dictionary-based text analysis software. We measured LSM by calculating the degree to which clinicians matched patients in the use of LIWC "function words" (e.g., articles, pronouns). We tested associations of different LSM metrics with patients' perceptions that their clinicians spoke similiarly to them.

RESULTS

We developed 3 measures of LSM: 1) at the whole-visit level; (2) at the turn-by-turn level; and (3) using a "rolling-window" approach, measuring matching between clusters of 8 turns per conversant. None of these measures was associated with patient-rated speech similarity. However, we found that increasing trajectories of LSM, from beginning to end of the visit, were associated with higher patient-rated speech similarity (β 0.35, CI 0.06, 0.64), compared to unchanging trajectories.

CONCLUSIONS

Our findings point to the potential value of clinicians' adapting their communication style to match their patients, over the course of the visit.

PRACTICE IMPLICATIONS

With further validation, computer-based linguistic analyses may prove an efficient tool for generating data on communication patterns and providing feedback to clinicians in real time.

Recognition of Emotion from Verbal and Nonverbal Expressions and Its Relation to Effective Communication: A Preliminary Evidence of a Positive Link

Previous work has shown that emotion recognition is positively related to effective social interactions, but the mechanism underlying this relationship has remained largely unclear. Here, we examined the possibility that people who understand others' emotions also talk to them using similar language. In the current study participants (N = 106) listened to emotional stories people shared from their own lives. They were later asked to recognize the storytellers' feelings and finally provide written support messages. Perceivers' ability to accurately recognize others' feelings was assessed using the Emotional Accuracy Test (EAT), which uses naturalistic verbal and nonverbal emotional cues, and using two standard tests of nonverbal emotion recognition (GERT, RMET). The language of the expressor (target) was compared to the language of the supporter (participant) to quantify Language Style Matching, a proxy for effective communication. People who perform better in emotion recognition with verbal cues (EAT) also communicate their understanding and support using language similar to the expresser (r = .22, p = .02). This relation was insignificant for tests without verbal information (RMET, GERT). The result provides additional construct validation for the EAT and supports the view that understanding the emotions of others and communicating with them are two manifestations of a broader interpersonal skill.

Rhythm Perception, Speaking Rate Entrainment, and Conversational Quality: A Mediated Model

PURPOSE

Acoustic-prosodic entrainment, defined as the tendency for individuals to modify their speech behaviors to more closely align with the behaviors of their conversation partner, plays an important role in successful interaction. From a mechanistic perspective, acoustic-prosodic entrainment is, by its very nature, a rhythmic activity. Accordingly, it is highly plausible that an individual's rhythm perception abilities play a role in their ability to successfully entrain. Here, we examine the impact of rhythm perception in speaking rate entrainment and subsequent conversational quality.

METHOD

A round-robin paradigm was used to collect 90 dialogues from neurotypical adults. Additional assessments determined participants' rhythm perception abilities, social competence, and partner familiarity (i.e., whether the conversation partners knew each other prior to the interaction. Mediation analysis was used to examine the relationships between rhythm perception scores, speaking rate entrainment (using a measure of static local synchrony), and a measure of conversational success (i.e., conversational quality) based on third-party listener observations. Findings were compared to the same analysis with three additional predictive factors: participant gender, partner familiarity, and social competence.

RESULTS

Results revealed a relationship between rhythm perception and speaking rate entrainment. In unfamiliar conversation partners, there was a relationship between speaking rate entrainment and conversational quality. The relationships between entrainment and each of the three additional factors (i.e., gender, partner familiarity, and social competence) were nonsignificant.

CONCLUSIONS

In unfamiliar conversation partners, better rhythm perception abilities were indicative of increased conversational quality mediated by higher levels of speaking rate entrainment. These results support theoretical postulations specifying rhythm perception abilities as a component of acoustic-prosodic entrainment, which, in turn, facilitates conversational success. Knowledge of this relationship contributes to the development of a causal framework for considering a mechanism by which rhythm perception deficits in clinical populations may impact conversational success.

Understanding Negotiation: A Text-Mining and NLP Approach to Virtual Interactions in a Simulation Game

Negotiation constitutes a fundamental skill that applies to several daily life contexts; however, providing a reliable assessment and definition of it is still an open challenge. The aim of this research is to present an in-depth analysis of the negotiations occurring in a role-play simulation between users and virtual agents using Natural Language Processing. Users were asked to interact with virtual characters in a serious game that helps practice negotiation skills and to complete a psychological test that assesses conflict management skills on five dimensions. The dialogues of 425 participants with virtual agents were recorded, and a dataset comprising 4250 sentences was built. An analysis of the personal pronouns, word context, sentence length and text similarity revealed an overall consistency between the negotiation profiles and the user verbal choices. Integrating and Compromising users displayed a greater tendency to involve the other party in the negotiation using relational pronouns; on the other hand, Dominating individuals tended to use mostly single person pronouns, while Obliging and Avoiding individuals were shown to generally use fewer pronouns. Users with high Integrating and Compromising scores adopted longer sentences and chose words aimed at increasing the other party’s involvement, while more self-concerned profiles showed the opposite pattern.

A Textual Analysis of Logograms in Chinese IPO Roadshows: How Agreement between Investors and Management Relates to Pricing and Performance

We analyze the interaction between management and investors during Chinese IPO roadshows through Jaccard Similarity analysis of written Chinese logograms. We provide evidence that when agreement is high, investor optimism increases, leading to relatively large first-day underpricing. We further show that high agreement biases investors to systematically overestimate IPO prospects leading to poor long-run abnormal performance. Jaccard Similarity is different from current content analysis methodologies because it is language and culture agnostic, requiring no a priori construction of thematic dictionaries. Elimination of such dictionaries removes the danger that the researcher has imposed predispositions upon the study.

And sympathy is what we need my friend-Polite requests improve negotiation results

The wording negotiators use shapes the emotions of their counterparts. These emotions, in turn, influence their counterparts' economic decisions. Building on this rationale, we examined how the language used during negotiation affects discount rate and willingness to engage in future deals. In three studies, participants assumed the role of retailers. Alleged counterparts (actually a computerized program) asked for a discount under three conditions: request, want, and demand. Results show that less extreme language (request/want) resulted in better outcomes than demanding a discount. Moreover, while the language used by the customer had an effect on experienced emotions, the positive emotions (sympathy and empathy) participants felt toward the customer mediated the relationship between the linguistic cue and the negotiation outcome. Our results inform both psycholinguistic research and negotiation research by demonstrating the causal role of linguistic cues in activating concept-knowledge relevant to different emotional experiences, and point to the down-the-line impact on shaping negotiation preferences.

Language and Group Processes: An Integrative, Interdisciplinary Review

This article reviews research that examines the use of language in small interacting groups and teams. We propose a model of group inputs (e.g., status), processes and emergent states (e.g., cohesion, influence, and innovation), and outputs (e.g., group effectiveness and member well-being) to help structure our review. The model is integrated with how language is used by groups to both reflect group inputs but also to examine how language interacts with inputs to affect group processes and create emergent states in groups, and then ultimately helps add value to the group with outputs (e.g., performance). Using cross-disciplinary research, our review finds that language is integral to how groups coordinate, interrelate, and adapt. For example, language convergence is related to increased group cohesion and group performance. Our model provides the theoretical scaffolding to consider language use in interacting small groups and suggests areas for future research.

To Match or Not to Match? Reactions to Turning Points in Negotiation

This study examines the impacts of process frames and salience of a turning point on negotiators' responses to a departure during the negotiation process. Results show that individuals negotiating within an integrative-cooperative (as opposed to a distributive-competitive frame) are more likely to interpret the departure as a turning point and match the other's offer. Similarly, results show that making the departure salient by clearly articulating the intent, content, and function of the turning point offer increases negotiators' propensity to embrace the mutually beneficial turning point offer. The findings are discussed in light of negotiators' awareness of events during the negotiation process, their (mis)matching of favorable offers, and relational order theory.

Conversation level syntax similarity metric

The syntax and semantics of human language can illuminate many individual psychological differences and important dimensions of social interaction. Accordingly, psychological and psycholinguistic research has begun incorporating sophisticated representations of semantic content to better understand the connection between word choice and psychological processes. In this work we introduce ConversAtion level Syntax SImilarity Metric (CASSIM), a novel method for calculating conversation-level syntax similarity. CASSIM estimates the syntax similarity between conversations by automatically generating syntactical representations of the sentences in conversation, estimating the structural differences between them, and calculating an optimized estimate of the conversation-level syntax similarity. After introducing and explaining this method, we report results from two method validation experiments (Study 1) and conduct a series of analyses with CASSIM to investigate syntax accommodation in social media discourse (Study 2). We run the same experiments using two well-known existing syntactic metrics, LSM and Coh-Metrix, and compare their results to CASSIM. Overall, our results indicate that CASSIM is able to reliably measure syntax similarity and to provide robust evidence of syntax accommodation within social media discourse.

Culture moderates changes in linguistic self-presentation and detail provision when deceiving others

Change in our language when deceiving is attributable to differences in the affective and cognitive experience of lying compared to truth telling, yet these experiences are also subject to substantial individual differences. On the basis of previous evidence of cultural differences in self-construal and remembering, we predicted and found evidence for cultural differences in the extent to which truths and lies contained self (versus other) references and perceptual (versus social) details. Participants (N = 320) of Black African, South Asian, White European and White British ethnicity completed a catch-the-liar task in which they provided genuine and fabricated statements about either their past experiences or an opinion and counter-opinion. Across the four groups we observed a trend for using more/fewer first-person pronouns and fewer/more third-person pronouns when lying, and a trend for including more/fewer perceptual details and fewer/more social details when lying. Contrary to predicted cultural differences in emotion expression, all participants showed more positive affect and less negative affect when lying. Our findings show that liars deceive in ways that are congruent with their cultural values and norms, and that this may result in opposing changes in behaviour.

Mimicry Is Presidential: Linguistic Style Matching in Presidential Debates and Improved Polling Numbers

The current research used the contexts of U.S. presidential debates and negotiations to examine whether matching the linguistic style of an opponent in a two-party exchange affects the reactions of third-party observers. Building off communication accommodation theory (CAT), interaction alignment theory (IAT), and processing fluency, we propose that language style matching (LSM) will improve subsequent third-party evaluations because matching an opponent's linguistic style reflects greater perspective taking and will make one's arguments easier to process. In contrast, research on status inferences predicts that LSM will negatively impact third-party evaluations because LSM implies followership. We conduct two studies to test these competing hypotheses. Study 1 analyzed transcripts of U.S. presidential debates between 1976 and 2012 and found that candidates who matched their opponent's linguistic style increased their standing in the polls. Study 2 demonstrated a causal relationship between LSM and third-party observer evaluations using negotiation transcripts.

Understanding Confounding Effects in Linguistic Coordination: An Information-Theoretic Approach

We suggest an information-theoretic approach for measuring stylistic coordination in dialogues. The proposed measure has a simple predictive interpretation and can account for various confounding factors through proper conditioning. We revisit some of the previous studies that reported strong signatures of stylistic accommodation, and find that a significant part of the observed coordination can be attributed to a simple confounding effect--length coordination. Specifically, longer utterances tend to be followed by longer responses, which gives rise to spurious correlations in the other stylistic features. We propose a test to distinguish correlations in length due to contextual factors (topic of conversation, user verbosity, etc.) and turn-by-turn coordination. We also suggest a test to identify whether stylistic coordination persists even after accounting for length coordination and contextual factors.

Language style matching predicts relationship initiation and stability

Previous relationship research has largely ignored the importance of similarity in how people talk with one another. Using natural language samples, we investigated whether similarity in dyads' use of function words, called language style matching (LSM), predicts outcomes for romantic relationships. In Study 1, greater LSM in transcripts of 40 speed dates predicted increased likelihood of mutual romantic interest (odds ratio = 3.05). Overall, 33.3% of pairs with LSM above the median mutually desired future contact, compared with 9.1% of pairs with LSM at or below the median. In Study 2, LSM in 86 couples' instant messages positively predicted relationship stability at a 3-month follow-up (odds ratio = 1.95). Specifically, 76.7% of couples with LSM greater than the median were still dating at the follow-up, compared with 53.5% of couples with LSM at or below the median. LSM appears to reflect implicit interpersonal processes central to romantic relationships.