Data-Driven Phase Analysis of E-negotiations: An Exemplary Study of Synchronous and Asynchronous Negotiations

In this empirical study, we present a new method for analyzing coded and categorized data of negotiation protocols. By applying a data-driven identification of negotiation phases we are able to identify endogenous dynamics of negotiation processes and to combine advantages of both, episodic and stage models of phase analysis. We present an exemplary study in which we compare processes of synchronous and asynchronous electronic negotiations. This analysis shows that, while synchronous negotiations follow a phase model similar to sequential stage models as discussed for face-to-face negotiations, asynchronous negotiations show less evidence of such a structure.

[1]  James H. Watt,et al.  The Influence of Synchrony and Sensory Modality on the Person Perception Process in Computer-Mediated Groups , 2006, J. Comput. Mediat. Commun..

[2]  Sherri L. Condon,et al.  Discourse Management Strategies in Face-to-Face and Computer-Mediated Decision Making Interactions , 1996 .

[3]  Katharina J. Srnka,et al.  From Words to Numbers: How to Transform Qualitative Data into Meaningful Quantitative Results , 2007 .

[4]  Jacob Cohen.  A Coefficient of Agreement for Nominal Scales , 1960 .

[5]  William A. Donohue.  ANALYZING NEGOTIATION TACTICS: DEVELOPMENT OF A NEGOTIATION INTERACT SYSTEM , 1981 .

[6]  Steven W. Duck,et al.  Studying Interpersonal Interaction , 1992 .

[7]  Philip L. Smith,et al.  Quantitative Coding of Negotiation Behavior , 2004 .

[8]  Gregory E. Kersten,et al.  WWW-based negotiation support: design, implementation, and use , 1999, Decis. Support Syst..

[9]  L. Weingart,et al.  PHASES, TRANSITIONS AND INTERRUPTIONS: MODELING PROCESSES IN MULTI‐PARTY NEGOTIATIONS , 2003 .

[10]  Michael E. Holmes.  Optimal matching analysis of negotiation phase sequences in simulated and authentic hostage negotiations , 1997 .

[11]  Rudolf Vetschera,et al.  A process-oriented framework for the evaluation of managerial support systems , 1995, Inf. Manag..

[12]  James K. Sebenius,et al.  The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain , 1986 .

[13]  Jeanne M. Brett,et al.  Sticks and Stones: Language, Face, and Online Dispute Resolution , 2007 .

[14]  M. S. Poole,et al.  Decision Development in Small Groups IV A Typology of Group Decision Paths , 1989 .

[15]  Jeanne M. Brett,et al.  The handbook of negotiation and culture , 2004 .

[16]  S. Koeszegi,et al.  Relationship in electronic negotiations: Tracking behavior over time , 2007 .

[17]  Wendi L. Adair,et al.  The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation , 2005, Organ. Sci..

[18]  S. Koeszegi,et al.  Hot Versus Cool Behavioural Styles in Electronic Negotiations: The Impact of Communication Mode , 2006 .

[19]  Steven R. Wilson.  Face and Facework in Negotiation , 1992 .

[20]  Michael E. Holmes.  Phase structures in negotiation. , 1992 .