Prediction of strategy and outcome as negotiation unfolds by using basic verbal and behavioral features

Negotiations can be characterized by the strategy participants adopt to achieve their ends (e.g., individualistic strategies are based on self-interest, cooperative strategies are used when participants try to maximize the joint gain, while competitive strategies focus on maximizing each participant’s score against the other) and the outcomes that each participant achieves in the negotiation. This paper investigates the process and the result of predicting the outcome and strategy of participants throughout the progress of the negotiation by using basic, easy to extract, linguistic and acoustic features. We evaluate our approach on a face-to-face negotiation dataset consisting of 41 dyadic interactions and show that it’s possible to significantly improve over a majority-class baseline in tasks of predicting the strategy and outcome of the interaction by analyzing only basic low level features of the negotiation.