Studying Negotiations in Context: an Ethnographic Approach

Ray Friedman
Vanderbilt University – Organizational Behavior
International Negotiation, Vol. 9, pp. 375-384, 2004


Ethnographic research offers an alternative approach which can provide insights into the types of complex situations 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.

Studying Negotiations in Context- an Ethnographic Approach

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