The Linguistic Inquiry and Word Count (LIWC) software Ireland’s study used analyzes how closely two people’s language styles match. In the two brief negotiations below, neither Sophie nor Vickie is willing to yield. But in the exchange at left, Sophie matches Boris’s polite style, as seen in their use of personal pronouns (I, you); impersonal pronouns that signal shared knowledge or common ground (it, that); and adverbs (just, really). In the exchange at right, Ethan’s language likewise shows signs of flexibility and engagement; by contrast, Vickie remains distant and indifferent — she is not interested in making Ethan happy at her expense. Greater emotional synchrony, as reflected in the language style matching (LSM) score, may make for more comfortable conversation, Ireland suggests, but it can derail negotiations.