Studying Negotiations in Context: an Ethnographic Approach

International Negotiation, Vol. 9, pp. 375-384, 2004

10 Pages Posted: 17 Oct 2006

See all articles by Ray Friedman

Ray Friedman

Vanderbilt University - Organizational Behavior

Abstract

Ethnographic research offers an alternative approach which can provide insights into the types of complex sitnations that negotiators really face. This approach is not easy - it can be more time consuming, costly, and difficult than other research methods - but the payoff comes from the way these in-depth studies challenge scholars to develop new ideas and theories, based on what really happens in negotiations rather than on the logical next step in a series of experiments.

Keywords: methods, negotiation, mediation, ethnography, field work, social context, qualitative method

Suggested Citation

Friedman, Raymond A., Studying Negotiations in Context: an Ethnographic Approach. International Negotiation, Vol. 9, pp. 375-384, 2004, Available at SSRN: https://ssrn.com/abstract=936444

Raymond A. Friedman (Contact Author)

Vanderbilt University - Organizational Behavior ( email )

401 21st Avenue South
Nashville, TN 37203
United States
615-322-3992 (Phone)
615-343-7177 (Fax)

HOME PAGE: http://mba.vanderbilt.edu/faculty/rfriedman.cfm

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