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Markov Chain Analyses Of Communication Processes In Negotiation, Philip Smith, Mara Olekalns, Laurie Weingart
Markov Chain Analyses Of Communication Processes In Negotiation, Philip Smith, Mara Olekalns, Laurie Weingart
Mara Olekalns
Markov chain analysis provides a way to investigate how the communication processes in dyadic negotiations are affected by features of the negotiating context and how, in turn, differences in communication processes among dyads affect the quality of the final settlement. In Markov models, the communication process is represented as a sequence of transitions between states, which describes how tactics are used and how they are reciprocated during the course of a negotiation. This article provides an introduction to Markov chain analysis and shows, using simulated data, how Markov chain models may be analyzed using widely-available loglinear modeling software. Model selection, …
Moments In Time: Metacognition, Trust And Outcomes In Negotiation, Mara Olekalns, Philip Smith
Moments In Time: Metacognition, Trust And Outcomes In Negotiation, Mara Olekalns, Philip Smith
Mara Olekalns
This research tested the relationships between turning points, cognitive and affective trust, and negotiation outcomes. After completing a simulated negotiation, participants identified turning points from videotape. Turning points were then classified as substantive (interest, offer), characterization (positive, negative), or procedural (positive, negative). Pre-negotiation affective trust predicted subsequent turning points whereas pre-negotiation cognitive trust did not, suggesting that different cues influence the two types of trust. Post-negotiation cognitive trust was increased by the occurrence of interest, positive characterization, and positive procedural turning points and decreased by negative characterization turning points. Affective trust was increased by positive procedural turning points. Finally, interest …
Quantitative Coding Negotiation Processes, Laurie Weingart, Mara Olekalns, Philip Smith
Quantitative Coding Negotiation Processes, Laurie Weingart, Mara Olekalns, Philip Smith
Mara Olekalns
The examination of negotiation processes is seen by many researchers as an insurmountable task largely because the required methods are unfamiliar and labor-intensive. In this article, we shed light on a fundamental step in studying negotiation processes, the quantitative coding of data. Relying on videotapes as the primary source of data, we review the steps required to extract usable quantitative data and the lessons we’ve learned in doing so in our own research. We review our experience working with one large negotiation dataset, Towers Market II, to illustrate two steps within the larger research process: developing a coding scheme and …