A Coding Typology to study dyadic interactions in International Negotiations: Extending the IPA model

This paper proposes a simple and versatile method for categorising face-to-face interactions exchanged in dyadic business negotiations. Following a review of literature on coding schemes over five decades, we propose a 24-category typology for coding, which takes its root from the Interaction Process Analysis (IPA) model. Our data was collected through simulated business negotiation role-plays that were video-taped and transcribed. We verified the practicality of our coding scheme by categorising the face-to-face dyadic interactions within these role-plays. Kappa’s measure of inter-rater agreeability (ĸ) was used for validating the new coding scheme. The accuracy rate between coders using the new scheme was 98% on average while the coding times per negotiation session were nearly halved when compared with the IPA model. Our proposed methodology for coding should support more accurate and speedier coding of face-to-face interactions in small group negotiations and future research that aims at examining empirical investigations in this domain.