Studying Negotiations in Context: an Ethnographic Approach
International Negotiation, Vol. 9, pp. 375-384, 2004
10 Pages Posted: 17 Oct 2006
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: Suggested Citation
Do you have negative results from your research you’d like to share?
Recommended Papers
-
Bargainer Characteristics in Distributive and Integrative Negotiation
By Bruce Barry and Ray Friedman
-
By Jared R. Curhan and Alex Pentland
-
Characteristics of Skilled Negotiators: An Empirical Study
By Filipe Azevedo Sobral and Fernando Manuel Pereira De Oliveira Carvalho
-
Negotiating in Different Cultures: are Western Personality Dimensions Relevant in Chinese Culture?
By Leigh Anne Liu, Ray Friedman, ...
-
By Zhenzhong Ma
-
By Henry Kim Moon, D. Scott Derue, ...
-
Early Words that Work: The Impact of Linguistic Mimicry on Negotiation Outcomes
By Roderick I. Swaab, William Maddux, ...
-
By Debra A. Gilin, Annette Gagnon, ...