The purpose of this paper is to develop a model of negotiation rule use that incorporates both content and relational dimensions of communication and focuses upon interaction as the dependent variable. Fourteen negotiation rules are hypothesized to structure the negotiation interaction. From these rules fourteen interaction analysis categories are developed—with seven assessing how negotiators respond to one another and seven assessing how negotiators cue or constrain the opponent's next utterance. Interactions in mock negotiations are coded using this category scheme and placed into cue‐response transition matrices. The differences in interaction patterns among winners and losers are used to assess the extent to which the rules structure the negotiation interaction.
Development of a model of rule use in negotiation interaction
Reprints and Corporate Permissions
Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?
To request a reprint or corporate permissions for this article, please click on the relevant link below:
Academic Permissions
Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?
Obtain permissions instantly via Rightslink by clicking on the button below:
If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.
Related Research Data
Related research
People also read lists articles that other readers of this article have read.
Recommended articles lists articles that we recommend and is powered by our AI driven recommendation engine.
Cited by lists all citing articles based on Crossref citations.
Articles with the Crossref icon will open in a new tab.