The alignment of bargaining positions is crucial to a successful negotiation. Prior research has shown that similarity in language use is indicative of the conceptual alignment of interlocutors. We use latent semantic analysis to explore how the similarity of language use between negotiating parties develops over the course of a three-party negotiation. Results show that parties that reach an agreement show a gradual increase in language similarity over the course of the negotiation. Furthermore, reaching the most financially efficient outcome is (...) dependent on similarity in language use between the parties that have the most to gain from such an outcome. (shrink)

In their survey of empirical research based on rational choice theory, Don Green and Ian Shapiro point to a list of methodological deficiencies or ?pathologies.? The main problem with Green and Shapiro's list lies in the standards they use to evaluate the achievements of rational choice theory. These standards are derived from a view of empirical research that is deeply questionable and, in the stated form, inconsistent with both standard insights in contemporary philosophy of science and the established practice in (...) the most successful empirical sciences. (shrink)