Role-dependent Language Patterns in e-Negotiationsinterneg.concordia.ca/views/bodyfiles/enegotiation/... · 2007. 10. 18. · May 18th 2004 CORS/INFORM 11 Roles in Inspire Negotiations

Role-dependent Language Patterns in e-Negotiations

Marina Sokolova Marina Sokolova Vivi NastaseVivi Nastase

Stan SzpakowiczStan Szpakowicz

School of Information Technology and EngineeringSchool of Information Technology and EngineeringUniversity of Ottawa, CanadaUniversity of Ottawa, Canada

May 18th 2004 CORS/INFORM 2

Our Goals!! ExploreExplore how electronic means influence the how electronic means influence the

process and results of bilateral process and results of bilateral negotiations.negotiations.

!! AnalyzeAnalyze how texts of messages exchanged how texts of messages exchanged by negotiators reflect such influences.by negotiators reflect such influences.

!! BuildBuild a NLP system applicable to the text a NLP system applicable to the text data of electronic negotiations.data of electronic negotiations.

!! InvestigateInvestigate applicability of ML and applicability of ML and statistical methods to estatistical methods to e--negotiation data. negotiation data.


The Web-based NSS Inspire

"" PurposePurpose: to teach users from different : to teach users from different countries how to take part in international countries how to take part in international negotiations.negotiations.

"" UsersUsers: more than 5000 university and : more than 5000 university and college students and trainees from 53 college students and trainees from 53 countries. countries.

"" Online supportOnline support: manuals, evaluation of : manuals, evaluation of offers, history of negotiations.offers, history of negotiations.

"" DataData: pre: pre--negotiation and postnegotiation and post--negotiation negotiation questionnaires, negotiation records, offers, questionnaires, negotiation records, offers, messagesmessages, and history., and history.


Characteristics of the Negotiation Process Supported by Inspire

"" BB--22--BB: purchase of bicycle parts by a : purchase of bicycle parts by a manufacturing company. manufacturing company.

"" BilateralBilateral: one buyer : one buyer (Cypress)(Cypress) and one and one seller seller (Itex).(Itex).

"" ToolsTools: compulsory formal offers : compulsory formal offers without text and without text and optional text optional text messagesmessages..

"" OutcomeOutcome: completed : completed (purchase (purchase happened)happened) or uncompleted.or uncompleted.


The Inspire Text Data

# 2557 negotiations, 1,514,623 word tokens, 27,055 word types.

# 1434 completed negotiations; the average length is 746 tokens.

# 413 negotiations where only one participant was active.

# 710 uncompleted negotiations; the average length is 583 tokens.


Formal offers

Price: $3.47, $3.71, $3.98, $4.12, $4.37

Delivery: 20 days, 30 days, 45 days, 60 days

Payment: upon delivery,30 days after delivery, 60 days after delivery

Returns: full price, 75 % with 5% spoilage allowed, 75 % with 10% spoilage allowed

There are 180 different offers.


Inspire Users – Language Diversity

15.515.5Others Others (French, (French, Polish, Arabic, Polish, Arabic, Slovenian…)Slovenian…)

9.79.7Spanish Spanish 3.43.4FinnishFinnish12.112.1Chinese (all)Chinese (all)3.83.8RussianRussian22.822.8GermanGerman4.64.6HinduHindu28.128.1EnglishEnglish

%%First languageFirst language%%First languageFirst language

Data extracted from pre-negotiations questionnaires


Inspire Users – Occupation Diversity

0.20.2ExecutivesExecutives0.40.4ProfessorsProfessors0.60.6TeachersTeachers1.11.1EngineersEngineers1.81.8ManagersManagers

13.113.1ProfessionalsProfessionals82.882.8StudentsStudents

%%OccupationOccupation

The data extracted from pre-negotiations questionnaires


Roles in Interpersonal Communications

roles, or sets of roles, or sets of rights, rights, obligations, and obligations, and normative normative expectations expectations attached to attached to social positionssocial positions


Roles of Buyers and Sellers

"" The buyer's or seller's role The buyer's or seller's role affectsaffectsthe relationship between a negotiator's the relationship between a negotiator's initial offer and final profits.initial offer and final profits.

"" In intercultural negotiations, buyerIn intercultural negotiations, buyer--seller roles are seller roles are better predictorsbetter predictors of of work strategies than national and work strategies than national and educational background.educational background.

(work of L. E. Drake)


Roles in Inspire Negotiations

"" A buyer A buyer (Cypress Cycles).(Cypress Cycles)."" A seller (A seller (Itex ManufacturingItex Manufacturing).)."" A negotiation is completed only if an offer A negotiation is completed only if an offer

has been accepted and acceptance has been accepted and acceptance registered by Inspire within three weeks; registered by Inspire within three weeks; it is uncompleted otherwise.it is uncompleted otherwise.

"" In completed and uncompleted In completed and uncompleted negotiations there arenegotiations there are

21132113 buyers,buyers,21142114 sellers.sellers.


Occurrences of Unigrams


Buyers and Sellers Data

"" BuyersBuyers--completed (completed (BCBC) ) —— 1424 1424 entries, 544,961 tokens;entries, 544,961 tokens;

"" SellersSellers--completed (completed (SCSC) ) —— 1426 1426 entries, 525,049 tokens;entries, 525,049 tokens;

"" BuyersBuyers--uncompleted (uncompleted (BUBU) ) —— 689 689 entries, 209,025 tokens;entries, 209,025 tokens;

"" SellersSellers--uncompleted (uncompleted (SUSU) ) —— 688 688 entries, 205,524 tokens.entries, 205,524 tokens.


Indicative Words

Comparing corpora:Comparing corpora:

words are indicative for a corpus if words are indicative for a corpus if they are frequent in it and rare in the they are frequent in it and rare in the other corpus.other corpus.

LL(w) =

2 * (a * log( a * (a+b)c ) + b * log(b * (a+b)d ))


Common Negotiation Techniques and Indicative Words

"" Common negotiation techniques: Common negotiation techniques: substantiation, argument, substantiation, argument, persuasion, appeal, threat.persuasion, appeal, threat.

"" Indicative words can be the seeds Indicative words can be the seeds of language patterns: of language patterns: best, can, must, will.best, can, must, will.


Substantiation and Persuasion

SUSUBUBUSCSCBCBCPatternPattern

++--++--Noun Noun is the best is the best PrepPrep++--++--the bestthe best Noun PersPron Noun PersPron cancan VerbVerb

Noun = offer/price/deal

Verb = make/do/give

Prep = that/for

The best offer we can makePrice is the best for


Argument and Appeal (I)

--++====it can it can VerbVerb--++++--you can you can VerbVerb++--++--I/we I/we can can VerbVerb


Verb ≠ be We can give you can send it can wait it can be

Possibility and Ability of Doing Something


Argument and Appeal (II)

--++====it must it must VerbVerb++--====you must you must VerbVerb--++--++I/we I/we must must VerbVerb


I must say you must consider it must give It must be

Verb ≠ be

Requirement or Logical Necessity of Doing Something


Argument and Appeal (III)

--++====it will it will VerbVerb++--====you will you will VerbVerb--++--++I/we I/we will will VerbVerb


we will change you will pay it will take It will be

Verb ≠ be

Prediction or Volition


Reaction to a Move

--++--++PosPron PosPron latest latest NounNoun--++--++the latestthe latest Noun PersPronNoun PersPronSUSUBUBUSCSCBCBCPatternPattern

the latest offer I your latest price


Work in Progress:Prefixes

"" Relate language patterns to the process Relate language patterns to the process and history of negotiations:and history of negotiations:

negotiation = prefix + closurenegotiation = prefix + closure

"" The politeness hypothesis did not held on The politeness hypothesis did not held on the prefix data.the prefix data.

"" Hypothesis about the starting phase holds Hypothesis about the starting phase holds on the prefix data.on the prefix data.


Work in Progress: Language Patterns

Find flexible collocations corresponding to Find flexible collocations corresponding to negotiation moves.negotiation moves.

agree with the price agree with the price in the offerin the offer

Offer I will agree Offer I will agree withwith

agree with the latest agree with the latest offeroffer

agree with the agree with the offeroffer


Work in progress:Domain-Dependent Semantic Categories

"" NegotiationNegotiation--relatedrelated: offer, price, delivery, : offer, price, delivery, agreement, dealagreement, deal

"" StudiesStudies: school, class, exercise, project : school, class, exercise, project "" ProcessProcess: Inspire, system, server, Internet, : Inspire, system, server, Internet,

send, receivesend, receive"" InformalInformal: speech imitation, abbreviations: speech imitation, abbreviations"" HobbiesHobbies:: game, play, trip, politicsgame, play, trip, politics"" Personal names, email addresses,Personal names, email addresses,

place namesplace names"" Function wordsFunction words"" Others: Others: thanks, hope, live, fiancéthanks, hope, live, fiancé


Distribution of Categories Among 100 most Common Words

57.957.936.736.7

5.45.40000000000

NegotiationNegotiation--relatedrelatedOthersOthersInspire Inspire processprocessEmail addressesEmail addressesHobbiesHobbiesInformal (CMC) wordsInformal (CMC) wordsPlace addressesPlace addressesStudiesStudies

% of words% of wordsCategoryCategory

(function words are excluded)


Work in Progress: An Ontology

"" Semantic based clustering of the 1000 Semantic based clustering of the 1000 most frequent words in Inspire most frequent words in Inspire negotiationsnegotiations

"" Structure the clusters into an ontologyStructure the clusters into an ontology

"" Purpose: a semantic analysis of the Purpose: a semantic analysis of the messages exchangedmessages exchanged


Work in Progress:Use of the DataCombining textual and numerical informationCombining textual and numerical information

Returns: 75% with 10% Returns: 75% with 10% spoilagespoilage

Payment: 30 days after Payment: 30 days after deliverydelivery

Delivery: 30 days Delivery: 30 days

Price: $3.98Price: $3.98Dear Sirs, Thank you for your Dear Sirs, Thank you for your letter of 25th of May 2001. letter of 25th of May 2001. We regret to inform you that We regret to inform you that we would be unable to accept we would be unable to accept your offer in any details. You your offer in any details. You will be pleased to hear that we will be pleased to hear that we would agree to the terms of would agree to the terms of payment, 30 days after payment, 30 days after delivery would be acceptable delivery would be acceptable for us. for us.


Future Work: Culture in Context

"" Culture is “…d) the predominating Culture is “…d) the predominating attitudes and behaviour that attitudes and behaviour that characterize the functioning of a group characterize the functioning of a group or organization”.or organization”.

"" Cultural differences reflected in eCultural differences reflected in e--negotiations, dependences between the negotiations, dependences between the negotiation behaviour and cultural negotiation behaviour and cultural background.background.


References"" L. E. Drake (2001)L. E. Drake (2001) The CultureThe Culture--Negotiation linkNegotiation link. . Human Human

Communication ResearcCommunication Research, h, 2727(3), 317(3), 317--349.349."" J. Brett (2001) J. Brett (2001) Negotiating Globally: How to Negotiate Deals, Resolve Negotiating Globally: How to Negotiate Deals, Resolve

Disputes and Make Decisions Across Cultural BoundariesDisputes and Make Decisions Across Cultural Boundaries. San . San Francisco, Francisco, JosseyJossey--Bass.Bass.

"" G. E. Kersten and G. Zhang (2003) G. E. Kersten and G. Zhang (2003) Mining Inspire Data for the Mining Inspire Data for the Determinants of Successful Internet NegotiationsDeterminants of Successful Internet Negotiations. . Central European Central European Journal of Operational Research,Journal of Operational Research, 1111(3), 297(3), 297--316.316.

"" M. Sokolova, S. Szpakowicz, V. Nastase (2004) M. Sokolova, S. Szpakowicz, V. Nastase (2004) Using language to Using language to Determine Success in Negotiations: A Preliminary StudyDetermine Success in Negotiations: A Preliminary Study. Proc . Proc Seventeenth Conference of the Canadian Society for ComputationalSeventeenth Conference of the Canadian Society for ComputationalStudies of Intelligence, to appear.Studies of Intelligence, to appear.

"" M. Sokolova, S. Szpakowicz, V. Nastase (2004) M. Sokolova, S. Szpakowicz, V. Nastase (2004) Automatically Automatically Building a Lexicon from Raw Noisy Data in a Closed DomainBuilding a Lexicon from Raw Noisy Data in a Closed Domain..InterNeg Working Paper INR01/04. InterNeg Working Paper INR01/04. http://interneg.org/interneg/research/papers/http://interneg.org/interneg/research/papers/

Thank you!

Documents

Role-dependent Language Patterns in e-Negotiationsinterneg.concordia.ca/views/bodyfiles/enegotiation/... · 2007. 10. 18. · May 18th 2004 CORS/INFORM 11 Roles in Inspire Negotiations