A central assumption of conflict negotiation research is that organized sequences of behavior underlie the trends and dimensions found to structure interaction. We empirically test this assumption using a new "proximity" coefficient, which measures the global interrelationships among behaviors...

This research examined the relationship between Linguistic Style Matching - the degree to which negotiators coordinate their word use - and negotiation outcome. Nine hostage negotiations were divided into 6 time stages and the dialogue of police negotiators and hostage takers compared across 12...

This article examines the triple-interact, a cue-response-cue-response sequence that plays an important role in organizing negotiators’ behavior. Drawing on theories of interpersonal orientation and framing, we propose four types of triple-interact and make predictions about the relative...

This research examines cultural differences in negotiators' responses to rational persuasion in crisis negotiations over time. Using a new method of examining cue-response patterns, we examined 25 crisis negotiations in which police negotiators interacted with perpetrators from low- or...

There remains a discrepancy between experimental conceptualizations of reciprocity and evidence of reciprocity in real-world negotiation interactions. This paper outlines these discrepancies and proposes a general model of reciprocity that gives a single account of the discrepancies found in...

Human performance on the geographic profiling task-where the goal is to predict an offender's home location from their crime locations-has been shown to equal that of complex actuarial methods when it is based oil appropriate heuristics. However, this evidence is derived front comparisons of...