Language style matching and police interrogation outcomes.

Richardson, Beth H.; Taylor, Paul J.; Snook, Brent; Conchie, Stacey M.; Bennell, Craig

doi:10.1037/lhb0000077

Cited by 46 publications

(48 citation statements)

References 54 publications

(84 reference statements)

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“…These LIWC categories, which are described in detail by Pennebaker et al . [45], have been widely used in applied psychology [17,46,47] and shown to provide reliable and valid analysis of written and spoken texts [48,49]. An account of LIWC's reliability and further examples of the words contained within each category are given in Pennebaker et al .…”

Section: Methodsmentioning

confidence: 99%

Culture moderates changes in linguistic self-presentation and detail provision when deceiving others

et al. 2017

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Change in our language when deceiving is attributable to differences in the affective and cognitive experience of lying compared to truth telling, yet these experiences are also subject to substantial individual differences. On the basis of previous evidence of cultural differences in self-construal and remembering, we predicted and found evidence for cultural differences in the extent to which truths and lies contained self (versus other) references and perceptual (versus social) details. Participants (N = 320) of Black African, South Asian, White European and White British ethnicity completed a catch-the-liar task in which they provided genuine and fabricated statements about either their past experiences or an opinion and counter-opinion. Across the four groups we observed a trend for using more/fewer first-person pronouns and fewer/more third-person pronouns when lying, and a trend for including more/fewer perceptual details and fewer/more social details when lying. Contrary to predicted cultural differences in emotion expression, all participants showed more positive affect and less negative affect when lying. Our findings show that liars deceive in ways that are congruent with their cultural values and norms, and that this may result in opposing changes in behaviour.

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Section: Methodsmentioning

confidence: 99%

Culture moderates changes in linguistic self-presentation and detail provision when deceiving others

et al. 2017

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“…Like behavioral mimicry, linguistic mimicry is ubiquitous and serves as a strategic "social glue" (we like those we mimic, and mimic those we like; ) that can have positive or negative consequences across a range of human interactions (Babcock et al 2014;Lord et al 2015;Kulesza, Dolinski, Huisman and Majewski 2013;Ludwig et al 2013;O'Donnell et al 2015;Rains 2015;Richardson et al 2014;Yilmaz 2015). For example, higher levels of linguistic mimicry increase romantic interest between individuals who are speed-dating (Ireland et al 2011), increase preferences for products (Tanner et al 2008), and increase team performance, trust, and cohesion (Gonzales et.…”

Section: Behavioral and Linguistic Mimicrymentioning

confidence: 99%

She Said, She Said: Differential Interpersonal Similarities Predict Unique Linguistic Mimicry in Online Word of Mouth

Moore¹,

McFerran²

2017

Journal of the Association for Consumer Research

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3This research examines the antecedents, causes, and consequences of linguistic mimicry, which assesses how closely individuals match others' word use, in online WOM. We examine mimicry of both linguistic style (how things are said) and content (what is said). To our knowledge, this research provides the first demonstration of unique linguistic mimicry, where consumers engaging in online WOM differentially mimic other posters' word use. Two experiments and one study using field data show that when consumers are personally similar to an individual who has previously posted (e.g., same gender), they mimic this individual's positive emotion and social word use. When consumers are similar in status to an individual who has previously posted (e.g., same forum ranking), they mimic this individual's cognitive and descriptive word use. This differential mimicry is driven by affiliation versus achievement goals, respectively, and affects consumers' engagement in online WOM in terms of posting incidence and volume.

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“…Richardson et al. () demonstrated that alignment of linguistic styles between police interrogators and suspects was associated with higher confession rates. Ireland and Henderson () also observed that language style matching in the initial phases of negotiations predicted more positive interactions.…”

Section: Background: the Many Faces Of International Diplomatic Negotmentioning

confidence: 99%

Diplomatic Chameleons: Language Style Matching and Agreement in International Diplomatic Negotiations

Bayram

2018

Negotiation Conflict Man Res

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Linguistic style refers to how individuals put their words together. This study offers the first application of linguistic style analysis to international multilateral diplomatic negotiations. We hypothesize that agreement in multilateral negotiations is characterized by convergence of diplomats’ linguistic styles whereas disagreement associates with divergence of linguistic styles. We test our claim using original data from the plenary sessions of the Constitutional Convention on the Future of the European Union (2002–2003). We evaluate linguistic style convergence by linguistic style matching (LSM) using the text analysis program Linguistic Inquiry and Word Count (LIWC). We find that linguistic style convergence among negotiators was higher in discussions on the legal personality of the European Union that ended with agreement and lower in negotiations on the definition of qualified majority voting that ended with disagreement. This study facilitates a richer understanding of how negotiators’ language use influences negotiation dynamics in international multilateral diplomacy and encourages negotiation and conflict resolution scholars and practitioners to pay attention to how diplomats express their policy position in addition to what they say.

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Language style matching and police interrogation outcomes.

Cited by 46 publications

References 54 publications

Culture moderates changes in linguistic self-presentation and detail provision when deceiving others

Culture moderates changes in linguistic self-presentation and detail provision when deceiving others

She Said, She Said: Differential Interpersonal Similarities Predict Unique Linguistic Mimicry in Online Word of Mouth

Diplomatic Chameleons: Language Style Matching and Agreement in International Diplomatic Negotiations

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