The strategic approach to negotiations states that the outcome of negotiations is the result of the negotiators' strategic choices. In the language these strategies are exhibited in agreement, refusal, questioning, answering, exchange of offers.

During negotiation, participants express personal power by employing influence strategies, intended to make the counterpart concede. Such strategies are mainly divided into direct and indirect ones, which are expressed by various types of appeal. The influence strategies are exhibited in such negotiation moves as argumentation, persuasion, threats, and substantiation, and general behaviour as questions, reactions, offers, exchange of information.

We apply CL and NLP methods to learn the negotiation strategies from the textual data. The data are supplied by a negotiation support system.

We use the obtained results in classification of the negotiation outcomes and the negotiators' roles.