An inductive, holistic method of analysis of face-to-face communication is presented.
Simulated business negotiations between Japanese and American businesspeople are
videotaped and analyzed to demonstrate the utility of the methods. Briefly, the participants
in the negotiations and trained observers review the videotapes and identify focal points
(e.g., difficulties in communication) for in-depth analysis. Antecedents and consequences
of the focal points are described.
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