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

  • Nil-Jana Akpinar
  • Simon Alfano
  • Gregory Kersten
  • Bo Yu
Conference paper
Part of the Lecture Notes in Business Information Processing book series (LNBIP, volume 293)


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.


Communication process Culture Electronic negotiation Initiation behavior Sentiment analysis 


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Copyright information

© Springer International Publishing AG 2017

Authors and Affiliations

  • Nil-Jana Akpinar
    • 1
  • Simon Alfano
    • 1
  • Gregory Kersten
    • 2
  • Bo Yu
    • 2
  1. 1.University of FreiburgFreiburg im BreisgauGermany
  2. 2.Concordia University MontréalMontréalCanada

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