NegotiAct: Introducing a Comprehensive Coding Scheme for Negotiations

In the present research, we developed NegotiAct, a comprehensive coding scheme for negotiations, comprising 47 mutually exclusive codes. By integrating findings from negotiation research and important interaction behaviors that are not specific to the negotiation context (e.g., active listening), the whole flow of interaction can be analyzed and used for further analyses, expanding the view of extant coding schemes. This allows to model temporal interaction patterns as they unfold in a negotiation. By performing lag sequential analysis, it can now be studied how specific behaviors trigger subsequent chains of behaviors in negotiations. In addition, the coding scheme can be applied to various research questions, in experimental settings or in field research.