Negotiation is a process where two or more parties aim to settle what each shall give and take in a transaction between them. We consider strategies and tactics that negotiators employ in order to reach a goal. A negotiator applies strategies to the big picture of negotiations through argumentation, substantiation, appeal, etc. The language signals of strategies -- strategic words -- form a feature set that gives a reliable classification of e-negotiation outcomes. In a negotiation the strategies are implemented through tactics, e.g., promises, commands, requests, pledges.

We apply Corpus Analysis and Natural Language Processing methods to learn the language patterns of commands, requests, suggestions, etc. Electronic negotiations provide us with text messages exchanged by negotiators. Finally, we use the learned patterns to represent the negotiation data in Machine Learning experiments.