CONTENT-ANALYSIS IN NEGOTIATION RESEARCH - A REVIEW AND GUIDE

Content analysis, a technique in which inferences are derived from the communication of interacting parties, is not utilized enough in mains tream negotiation research, The purpose of the present article is to o utline the benefits and limitations inherent in the content analysis t echnique, to provide a comprehensive review of content analysis system s that have been used in the past, and to evaluate the existing system s in an effort to guide readers in the decision process, This article aids the potential consumer-any person considering the use of content analysis in negotiation research-in making informed choices regarding this technique. Choice among existing systems should be based upon one 's research question and upon accepted standards of quality. A system that is relatively comprehensive, well grounded in theory, and demonst rates acceptable levels of reliability is advocated. Specific recommen dations regarding quality systems are provided.