In this paper, we seek to analyse specific types of bilateral electronic communication processes, namely such processes where there is a distinction between individual goals of the communicating parties and their joint goals. We argue that there exists a distinction between successful and unsuccessful processes. This distinction is manifest in the communication patterns used by the participants. Sentiment analysis can enable researchers to identify these distinctions automatically, based on a classification model previously trained for the exact type of communication process. This paper discusses an adaption of sentiment-based techniques for the domain of electronic business negotiations.
Koerner, Michael and Schoop, Mareike, "Sentiment-Based Assessment Of Electronic Mixed-Motive Communication - A Comparison Of Approaches" (2014). UK Academy for Information Systems Conference Proceedings 2014. 25.