The Language of Coalition Formation in Online Multiparty Negotiations

Abstract

The purpose of this study is to examine how language affects coalition formation in multiparty negotiations. The authors relied on communication accommodation theory for theoretical framing and hypothesized that language can help coalition partners reach an agreement when it is used to increase a sense of unity. Findings of an experimental study support this hypothesis, demonstrating that greater linguistic convergence and assent increase agreements between potential coalition partners whereas the expression of negative emotion words decrease agreement. The implications for coalition formation and the study of language in negotiations are discussed.