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Exclusion of Negotiation Cases

Sarah Ogilvie

There were five negotiations in which agreements were not reached (stalemates). In all of these cases, both negotiators were competitively motivated. Not enough of these instances were observed to enable a valid comparison between negotiations with an agreement and negotiations without an agreement. These five negotiations were excluded from further analysis. To maintain a balanced design, an additional five negotiations were conducted using competitively motivated negotiators. All of these negotiations resulted in settlements.

Preliminary analyses of the negotiations also revealed that one of the negotiators failed to follow his instructions. This negotiation was excluded from further analysis. Because only one negotiation was excluded from the analysis using this screening method, no additional negotiations were conducted.

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