Research output: Contribution to Journal/Magazine › Journal article › peer-review
Research output: Contribution to Journal/Magazine › Journal article › peer-review
}
TY - JOUR
T1 - The structure of communication behavior in simulated and actual crisis negotiations
AU - Taylor, P J
AU - Donald, I
PY - 2004/10
Y1 - 2004/10
N2 - This research extends recent efforts to differentiate communication in crisis negotiations (Taylor, 2002) by examining how negotiators' behavior differs across context. Data were 108 interaction episodes transcribed from 12 simulated crisis negotiations and coded at the level of thought units across 41 behavioral variables. Results of a smallest space analysis supported the hypothesized differentiation of communication behavior over 3 facets: overall orientation (Avoidance, Distributive, Integrative), motivational concern (Identity, Instrumental, Relational), and intensity (High to Low). This solution was used as a framework for identifying differences in behavior across simulated and actual negotiations. Analyses showed a systematic pattern of variations in behavior use, with simulated negotiations involving relatively more avoidance-relational and distributive-instrumental behavior than actual negotiations. Predictable differences were also observed in the purpose or function of behavior, with highlyintense behaviors showing greater uniformity in function across contexts compared to lowintensity behaviors.
AB - This research extends recent efforts to differentiate communication in crisis negotiations (Taylor, 2002) by examining how negotiators' behavior differs across context. Data were 108 interaction episodes transcribed from 12 simulated crisis negotiations and coded at the level of thought units across 41 behavioral variables. Results of a smallest space analysis supported the hypothesized differentiation of communication behavior over 3 facets: overall orientation (Avoidance, Distributive, Integrative), motivational concern (Identity, Instrumental, Relational), and intensity (High to Low). This solution was used as a framework for identifying differences in behavior across simulated and actual negotiations. Analyses showed a systematic pattern of variations in behavior use, with simulated negotiations involving relatively more avoidance-relational and distributive-instrumental behavior than actual negotiations. Predictable differences were also observed in the purpose or function of behavior, with highlyintense behaviors showing greater uniformity in function across contexts compared to lowintensity behaviors.
KW - TIME PRESSURE
KW - CONFLICT
KW - PERSONALITY
KW - STRATEGIES
KW - TACTICS
KW - STYLES
KW - MODEL
KW - SELF
U2 - 10.1111/j.1468-2958.2004.tb00741.x
DO - 10.1111/j.1468-2958.2004.tb00741.x
M3 - Journal article
VL - 30
SP - 443
EP - 478
JO - Human Communication Research
JF - Human Communication Research
SN - 1468-2958
IS - 4
ER -