A Coding Scheme for Studying Group Interactions in International Negotiations : A Methodological Advance on the IPA Protocol

Our increasingly complex global business environment inevitably brings counterparts to the negotiation table. However, the lack of user-friendly coding systems, and other associated complexities over the last six decades, may have discouraged scholars to further their research in negotiation, communication, and its related fields. A viable coding scheme in place can help scholars and practitioners unfold the negotiation process by explaining the ‘cause and effect’ relationship within this social context. We propose a 24-category typology that stems from Bales’ IPA model, with Field Theory as our theoretical framework. Our empirical data comprises of two-party negotiation simulations. Some distinct features of our proposed scheme when compared to the IPA model are reduced coding time experienced, a straightforward framework that is less complicated to follow, a valid and reliable scheme and lastly, a scheme with a robust theoretical-methodological underpinning in its development. The reliability of our scheme is determined through Krippendorff’s Alpha (α). Through our methodological contribution, we aim to investigate the dynamics within small group interactions; and encourage future scholars to study the multidimensional nature of negotiations