The Structure of Communication Behavior in Simulated and Actual Crisis Negotiations

Autor/inn/en	Taylor, Paul J.; Donald, Ian
Titel	The Structure of Communication Behavior in Simulated and Actual Crisis Negotiations
Quelle	In: Human Communication Research, 30 (2004) 4, S.443-478 (36 Seiten) PDF als Volltext Verfügbarkeit
Sprache	englisch
Dokumenttyp	gedruckt; online; Zeitschriftenaufsatz
ISSN	0360-3989
DOI	10.1111/j.1468-2958.2004.tb00741.x
Schlagwörter	Persuasive Discourse; Simulation; Communication (Thought Transfer); Interaction; Behavior Patterns; Discourse Analysis + Suchen Sie Ihr Suchwort? Persuasion; Persuasive Kommunikation; Simulation program; Simulationsprogramm; Communication; thought; Kommunikation; Gedanke; Interaktion; Diskursanalyse
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 highly-intense behaviors showing greater uniformity in function across contexts compared to low-intensity behaviors. (Author).
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Erfasst von	ERIC (Education Resources Information Center), Washington, DC
Update	2017/4/10