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The structure of communication behavior in simulated and actual crisis negotiations

Taylor, P J and Donald, I (2004) The structure of communication behavior in simulated and actual crisis negotiations. Human Communication Research, 30 (4). pp. 443-478.

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Abstract

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.

Item Type: Article
Journal or Publication Title: Human Communication Research
Uncontrolled Keywords: TIME PRESSURE ; CONFLICT ; PERSONALITY ; STRATEGIES ; TACTICS ; STYLES ; MODEL ; SELF
Subjects: UNSPECIFIED
Departments: Faculty of Science and Technology > Psychology
ID Code: 49935
Deposited By: ep_importer_pure
Deposited On: 21 Sep 2011 09:41
Refereed?: Yes
Published?: Published
Last Modified: 30 Sep 2013 11:53
Identification Number:
URI: http://eprints.lancs.ac.uk/id/eprint/49935

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