International Negotiation 9: 441–455, 2004. © 2004 Koninklijke Brill NV. Printed in the Netherlands. Quantitative Coding of Negotiation Behavior LAURIE R. WEINGART* David A. Tepper School of Business Carnegie Mellon University, 5000 Forbes Avenue, Pittsburgh, PA 15213 USA E-mail: firstname.lastname@example.org MARA OLEKALNS** Melbourne Business School, University of Melbourne, 200 Leicester Street Carlton VIC 3053 Australia E-mail: email@example.com PHILIP L. SMITH*** Department of Psychology, University of Melbourne, Victoria, 3010 Australia E-mail: phili- firstname.lastname@example.org Abstract. The examination of negotiation processes is seen by many researchers as an insur- mountable 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 441 * Laurie R. Weingart is a Professor of Organizational Behavior at the David A. Tepper School of Business, Carnegie Mellon University. She holds a Ph.D. in Organizational Behavior from the J.L. Kellogg Graduate School of Management at Northwestern University. Her research focuses on conflict management in work groups and the tactical behavior and cognitive processes of negotiators in both dyads and groups. Prof. Weingart publishes in top-tier man- agement and social psychology journals, has served in leadership roles in both the Academy of Management
International Negotiation – Brill
Published: Jan 1, 2004
Keywords: CODING; COMMUNICATION; DYNAMIC PROCESSES; NEGOTIATION; RESEARCH METHODS
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