ABCDEFGHIJKLMNOPQRSTUVWXYZ
1
 Code Code DescriptionStrategic CategoooryCombinationNew LabelCombined Code Description
2
OFFER
3
OSSINGLE-ISSUE – secure agreement on one issueDistributive Action n/an/a
4
OMMULTI-ISSUE - secure agreement on two or more issuesIntegrative Actionn/an/a
5
PROVIDE INFORMATION
6
IPISSUE PREFERENCES - Within a single issueDistrib Info n/an/a
7
IBBOTTOM-LINE – within a single issue or for a packageDistrib Info n/an/a
8
IRPRIORITIES - Relative importance of issue(s)Integrative Actionn/an/a
9
SUBSTANTIATION
10
SBDEFENDING ARGUMENTS – argue position on issueDistributive Action n/an/a
11
SFFACTUAL STATEMENTS – facts or task clarifications that are specific/trueDistrib Info n/an/a
12
QUESTIONS
13
QOASK ABOUT OFFER – Clarification or relating to an offer*Integrative Actionn/an/a
14
QRASK FOR PRIORITIES - Relative importance of issue(s)Integrative Actionn/an/a
15
QPASK FOR PREFERENCES - Within a single issueDistrib Info n/an/a
16
QBASK FOR BOTTOM LINE –within a single issue or packageDistrib Info n/an/a
17
QSASK ABOUT SUBSTANTIATION – question/clarification of argument presentedDistributive Action n/an/a
18
QMASK MISCELLANEOUS TASK RELATED QUESTIONSEXCLUDED from strategic categories by Kern et al.n/an/a
19
SUMMARIZING
20
ININSIGHT - summarizing others’ interestsIntegrtive Infon/an/a
21
MUMUTUALITY - noting mutual interestsIntegrtive Infon/an/a
22
GSGENERAL SIMILARITIES – which are task relatedIntegrtive InfoIS+GSSimilarities - SIMNoting similaties related to preference, priorities, or other aspects of the negotiation
23
ISSIMILARITIES – noting similarities in issue related preferences and prioritiesIntegrtive InfoIS+GSSimilarities - SIM
24
IDDIFFERENCES – noting differences in issue related preferences and prioritiesDistrib Info ID+GDDifferences -DIFFNoting differences related to preference, priorities, or other aspects of the negotiation
25
GDGENERAL DIFFERENCES – which are task relatedDistrib Info ID+GDDifferences -DIFF
26
THREATS/POWER
27
THTHREAT – action if others do not complyDistributive Action TH+PWCoercive - COERActions designed to threaten the other party or show one's ability to dominate over the other party
28
PWPOWER – one’s ability to dominate othersDistributive Action TH+PWCoercive - COER
29
REACTIONS
30
RPOAGREEMENT TO OFFER MADEIntegrative InfoRPO+RPS+RPSAAgreement - AGRExpress agreement with an offer or statement, or simple acknowledging what the other party says
31
RPS (RPSA)AGREEMENT WITH STATEMENT – agreement with what was said Integrative InfoRPO+RPS+RPSAAgreement - AGR
32
RPA (RPSA)ACKNOWLEDGEMENT WITHOUT AGREEMENT – Also includes back channelingIntegrative InfoRPO+RPS+RPSAAgreement - AGR
33
RNODISAGREEMENT WITH OFFER MADEDistributive Action RNO+RNSDisagreement - DISExpressing disagreement with an offer or statement
34
RNSDISAGREEMENT WITH STATEMENT – disagree with what was saidDistributive Action RNO+RNSDisagreement - DIS
35
PROCEDURAL COMMENTS
36
PCCOMPROMISE - suggest compromise or willingness to concede Integrative ActionPC+PP+PXIntegrative Procedure - INTPROC Offering a compromise or trade-off or exchange with the other party
37
PPPACKAGE/TRADE-OFF – involving two or more issuesIntegrative ActionPC+PP+PXIntegrative Procedure - INTPROC
38
PXRECIPROCITY – concession in exchange for future concessionIntegrative ActionPC+PP+PXIntegrative Procedure - INTPROC
39
P1DISCUSS ONE ISSUE - deal with one issue at a timeIntegrative Infon/an/a
40
PMMOVING ON - without resolutionIntegrtive Infon/an/a
41
PVVOTE ON ONE ISSUE – before moving on to the nextEXCLUDED from strategic categories by Kern et al.n/an/aExcluded from revised coding since not present in the data
42
PTTIME – time checksEXCLUDED from strategic categories by Kern et al.n/an/a
43
POOTHER – procedure for managing the discussion EXCLUDED from strategic categories by Kern et al.PO+OT+MIMiscelaneous - MISCMiscelaneous comments about procedures. Does not fit into other coding categories.
44
MISCELLANEOUS /OTHER
45
MIMISCELLANEOUS - general on-task related statements and commentsEXCLUDED from strategic categories by Kern et al.PO+OT+MIMiscelaneous - MISC
46
OTOFF-TASK QUESTIONS, ANSWERS, AND/OR COMMENTS EXCLUDED from strategic categories by Kern et al.PO+OT+MIMiscelaneous - MISC
47
CSCREATIVE SOLUTIONS – potential solutions outside boundaries of taskEXCLUDED from strategic categories by Kern et al.n/an/a
48
49
50
51
52
53
54
55
56
57
58
59
60
61
62
63
64
65
66
67
68
69
70
71
72
73
74
75
76
77
78
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
100