A Coding Scheme for studying group interactions in International Negotiations: a Methodological Advance on the IPA protocol

Cheryl Dowie* (Corresponding Author), Oscar DeBruijn (Collaborator), Claudio De Mattos* (Corresponding Author)

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

1 Citation (Scopus)

Abstract

Our increasingly complex global business environment inevitably brings counterparts to the negotiation table. However, the lack of user-friendly coding systems, and other associated complexities over the last six decades, may have discouraged scholars to further their research in negotiation, communication, and its related fields. A viable coding scheme in place can help scholars and practitioners unfold the negotiation process by explaining the ‘cause and effect’ relationship within this social context. We propose a 24-category typology that stems from Bales’ IPA model, with Field Theory as our theoretical framework. Our empirical data comprises of two-party negotiation simulations. Some distinct features of our proposed scheme when compared to the IPA model are reduced coding time experienced, a straightforward framework that is less complicated to follow, a valid and reliable scheme and lastly, a scheme with a robust theoretical-methodological underpinning in its development. The reliability of our scheme is determined through Krippendorff’s Alpha (α). Through our methodological contribution, we aim to investigate the dynamics within small group interactions; and encourage future scholars to study the multidimensional nature of negotiations.

Original languageEnglish
Pages (from-to)455-477
Number of pages23
JournalBritish Journal of Management
Volume33
Issue number1
Early online date25 Jan 2021
DOIs
Publication statusPublished - 1 Jan 2022

Keywords

  • coding
  • Bale's IPA model
  • Krippendorff’s Alpha (α)
  • negotiation
  • small group interactions
  • role-play simulations

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