Speech and personality.

Sanford, Fillmore H.

doi:10.1037/h0060838

Cited by 101 publications

(34 citation statements)

References 63 publications

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“…The following study analyzes the natural language of competitive negotiations to explore the three primary components of engagement in interpersonal conversations: Emotional engagement (references to positive and negative emotions), social engagement (references to one's conversation partner), and task engagement (references to the negotiation issues and options). In agreement with Donohue () and a number of researchers outside of the negotiation literature (e.g., Danescu‐Niculescu‐Mizil, Lee, Pang, & Kleinberg, in press; Fiedler, ; Michel et al., ; Pennebaker, Mehl, & Niederhoffer, ; Sanford, ; Weintraub, ), we argue that language is a psychometrically valid data source in itself, independent of questionnaire data or observer reports. Although each of those data sources is critical in the behavioral and social sciences, records of behavior throughout an interaction have primacy over self‐reports insofar as they are real‐time and not retrospective measures (Donohue, ).…”

Section: Language Style Matchingsupporting

confidence: 88%

Language Style Matching, Engagement, and Impasse in Negotiations

Ireland

Henderson

2014

Negotiation Conflict Man Res

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Humans and animals alike are known to mirror the behavior of both allies and opponents. However, existing models of behavior matching focus primarily on its prosocial functions. The current study explores whether both prosocial and adversarial sides of behavior matching can be found at different stages of an egoistic negotiation. In negotiations conducted over instant messenger, 64 dyads attempted to reach an agreement on four issues within 20 minutes while focusing solely on personal gain. We measured behavior matching with the language style matching (LSM) metric, which quantifies function word (e.g., pronouns, articles) similarity between partners. Although pairs with higher LSM throughout negotiations were more socially engaged, they were also less focused on the task and more likely to reach an impasse during the negotiation. Furthermore, early but not late style matching predicted more positive, socially attuned interactions. Implications for negotiation and mimicry research are discussed.

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Section: Language Style Matchingsupporting

confidence: 88%

Language Style Matching, Engagement, and Impasse in Negotiations

Ireland

Henderson

2014

Negotiation Conflict Man Res

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“…All else being equal, the greater the ratio of abstract to total nouns, the greater the degree of creativeness in a passage. Indicators of abstraction such as the ratio of abstract to total nouns have been proposed by Carroll (1960), Sanford (1942) and Flesch (1950) and counts on abstract nouns and abstract verbs have been shown to be sensitive discriminators between oral and written communication (Devito, 1965(Devito, ,1967Gillie, 1957).…”

Section: Resultsmentioning

confidence: 99%

Creativeness: Its Meaning and Measurement

Lynch

Kaufman

1974

Journal of Reading Behavior

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Abstract. Sixty-seven subjects Q-sorted 47 written messages according to creativeness. Message ratings were factor analyzed. Subjects were tested for creative aptitude on the Remote Associates Test. The predominate factor, creativeness, accounted for 11 percent of the common factor variance. The thirteen subjects salient on this factor had moderate to high RAT scores, indicating that creativeness aptitude provides a basis for judging creativeness of writing. The creativeness factor scores and 24 stylistic measures of each message were correlated. The correlations were factor analyzed. Three factors having moderatesized loadings on creativeness emerged. Four stylistic indices loaded highly on one of these factors. The multiple correlation between these four indices and creativeness factor scores was .67. A multiple regression equation was generated, which may be used as a stylistic correlate measure of creativeness.

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“…Sanford (1942) states that 'there is an intimate relation between the speech of an individual and his broader social adjustments'. Many researchers (Jones, 1965) have suggested that differences attributed to bilingualism may, in fact, be in part attributable to sociological differences.…”

Section: S M Durojaiye Makerere University Ugandamentioning

confidence: 99%

Social Context of Immigrant Pupils Learning English

Durojaiye

1971

Educational Research

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Speech and personality.

Cited by 101 publications

References 63 publications

Language Style Matching, Engagement, and Impasse in Negotiations

Language Style Matching, Engagement, and Impasse in Negotiations

Creativeness: Its Meaning and Measurement

Social Context of Immigrant Pupils Learning English

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