Transcript Coding Model

Model 1 uses the coding scheme of Aslani, Ramirez-Martin, Brett, Yao, Semnani-Azada, Zhang, Tinsley, Weingart, and Adair (2014), “Measuring negotiation strategy and predicting outcomes: Self-reports, behavioral codes, and linguistic codes,” presented at the annual conference of the International Association for Conflict Management, Leiden, The Netherlands.¹ Click here for full paper

As the authors describe in the 2014 paper, “we developed a 14-item code based on prior negotiation coding schemes (e.g. Adair & Brett, 2005; Gunia et al., 2011; Weingart et al., 1990)² to measure participants’ use of tactics. Major categories in the code were information, offers, substantiation, negative and positive reactions, and a miscellaneous category.” The simulation used in their study was The Sweet Shop (newnegotiationexercises.com). The authors shared with us 75 transcripts they had collected and coded using human coders.

Each of the codes is shown below except for “Response Embarrassed” which appeared only once across all transcripts, making it hard to teach that code to the model. For each of the remaining 13 codes, we provide a definition of the code, a short explanation, and sample sentences from the transcripts. The sample sentences let you see how these scholars operationalized their codes, which is what Model 1 learned from and tries to reproduce when coding your transcripts. As with any coding scheme, different scholars might operationalize concepts slightly differently. You should decide if this coding scheme will be useful to you by reviewing how the authors used it.

When reporting your results from this model, please cite this paper:

Friedman, R., Brett, J., Cho, J., Zhan, X., et al, 2024, Coding negotiations with AI: Instructions and validation for coding model 1, Click here to see paper.

Below we have listed each of the codes used in this coding scheme (If you prefer an excel file format to view this material, download this file.), along with a brief definition and explanation, followed by example sentences from the coded transcripts. Each of the 13 codes is shown below. The purpose of providing these sample sentences is to let you see how these scholars had their coders operationalize the codes. This way of thinking is what Model 1 has learned and is trained to reproduce.

NOTE: Bold border surrounding several sentences indicates those sentences are an ongoing conversation

Code Number	Code Name
1	Single Issue Offer (OS) Description: Making a offer regarding one issue in the negotiation, such as "I'll give you Staff option 3." This code includes stating a preference, arguing for a position, expressing a want, making a suggestion to do something, and giving a concession. SINGLE ISSUE OFFER - STATING YOUR OWN OFFER OR PREFERENCES I feel like the most sensible thing would be for us all to get trained together. Which is why I think we could maybe hire individually and train them individually. Okay, so as far as temperature, I say we meet in the middle and do 73 degrees Fahrenheit. Like in my case, I would prefer Temperature 1 because it’s warm and people want more ice cream when it’s hot in the store. I would prefer Maintenance 1. I would be willing to split the difference, up to a price of 750. I would be willing to do it as Staff 3 or 5. I would rather pay people who do stuff for me, and like you pay people who do stuff for you. Does that make sense? I mean, I would probably rather have Staff 4 to do specific training, but I would do Staff 3. That would be okay. I’d be willing to do 4 or 5 or. To be honest, I would be fine with Design 6. I say let’s hire my brother. Yeah, you can pay me $6,000. I would prefer to hire and train my staff individually. But what I wanted was that if you could hire them as a group and distribute accordingly. But I’ll take you into consideration and I will lower my temperature for your ice cream shop and I’ll go up to 73 degrees Fahrenheit, or actually 71. I like deluxe cleaning, so I would prefer 4, but if you have problems with, if you want lesser levels of hygiene, then I might be. SINGLE ISSUE OFFER - DEMANDING/PUSHING YOUR OFFER Look at 5. Why don’t we go for 5? I pay from my profits, you pay from your profits. Why do you want to hire them as a group? Let’s hire them individually. That’s why I’m trying to say we should go for 5. You cannot just go for 5? That’s why I was saying 6. (Offer is in the prior sentence) Look, give me a separate website. I still believe that I should design my own and you should design your own. Okay, we’re cutting costs over there. You should pitch in some money here in terms of the cleaning. It’s simple.
2	Multi Issue Offer (OM) Description: Making an offer that includes at least two different issues, such as "I'll give you staff 1 and Design 4" or suggesting a tradeoff between issues. MULTI ISSUE OFFER - OFFER INCLUDES SEVERAL ISSUES So, like, if we did Staff 6 and Design 6. I would concede on design if you’d be willing to concede on staff. How about I compromise on this and you compromise on another issue?
3	Offer Accept (OA) Description: Accepting an offer on one or more issues, such as "OK, staff 1" ACCEPT AN OFFER Sure, 73 would be fine. Okay. I can, I think that’s a good way to work that out. We can just go with your brother designing the website. Yeah, that sounds good, yeah. All right, Temperature 1, that’s fine. Okay. All right. And I’m, yeah, I’m okay with that if you’re okay. Okay. Yes, I would be, I would be willing to do that. Okay. I still think that I should design my own and you should design your own, okay? Cool. Okay. 75 degrees. (based on prior sentence) Okay, fine. Yeah.
4	Offer Reject (OR) Description: Clear rejection of an offer, such as "no way staff 1 and design 4" REJECT AN OFFER I’m not going to go for 5, I’m sorry. No, I’m not going to go for 4. It makes no sense. I’m sorry, but you haven’t. I don’t want your brother to design my website.
5	Question (Q) Description: Asking a question about the other side's preferences or statements. QUESTION - ASKING CLARRIFICATION So you’re the ice cream shop? What do you mean? Like which one’s the most important to me? All right? Excuse me. Are we on the same floor? It’s the same level? Shared space, not on different floors? Two floors? What’s upstairs, though? QUESTION - ASKING PREFERENCES Okay. All right. And what would you prefer with maintenance? With the delivery? Cold delivery? Seventy-five hundred? So of the five things, what’s most important to you? Sure. So what are your expectations for staff? What’s the order for you? So for staff you’d like Option 6? And if you don’t mind me asking, which category of negotiations is your, what you get the most utility out of? Than would, like, making ice cream and stuff, but, I mean, do you have a particular area of, like, that’s important, really important for you? Design is important? You would want more space, right, for the design? Why do you want basic cleaning and not deluxe cleaning? Okay, now what do you say about design? I would say, would you like your staff to rest upstairs or not? Would you like to have an area for them, a storage area for yourself? What about, you don’t want any office staff there? They have to have the same skills, so why not hire them as a group? Yes. What would you want? Yeah? Why do you want it to be relatively high? You’re an ice cream shop. Okay, sure. Okay, tell me what temperature you would like then. You want 75 degrees? How should we share the cost? Because on some given days, like in summers, for example, I will have, there will be more people in the ice cream shop, right? What do you want? So Staff 6, Temp 3, Maintenance 3, oh, gosh, Design 1 or 6? Six? And then W2? Does that work better? QUESTION - ASKING ABOUT WILLINGNESS TO CONCEDE So if I compromise on staff, would you be willing to compromise on design? The following might have been assigned different codes: QUESTION - COULD ALSO BE "RESPONSE NEGATIVE" (SNIPING) Do you not want your office staff to take a break? Yeah, but how do I know that you’re telling me the truth right now? (RN?) How am I supposed to trust you? See how I’m compromising here? We’re compromising. Will you please state that? Okay, if you would only listen. If we’re sharing the space, right? QUESTION - COULD ALSO BE "SUMMARIZE" So you’re saying keep everything else the same and just switch those two to the most extreme? Okay. So hire as a group and distribute according to demand for service? Along with which design? So basic cleaning service, equal split of costs? QUESTION - COULD ALSO BE "PROCEDURE" Okay. Do we have to discuss the website? Okay. Okay. So are we done then? So you have maintenance next? So, I mean, do you want to go through each, like staff? Done? Do we have, where are we, do you have something to copy this down on or? Or is it just on the recording? Yeah. Are we done?
6	Information (I) Description: Comments that provide information about self, preferences, reactions. Elaboration of a point. INFORMATION - ABOUT OWN PREFERENCES We don’t have to. It’s optional. It doesn’t really matter to me either way. I would, I’d really like to renovate all of the upper level so that the customers can, I guess, like use that space, to have that entirely customer based space. The most important thing for me is staff. Well, because you know I have specialized products that I need to. For me, it goes my most important is staff, followed by maintenance, then design is my third. And if that’s your first, you know, we can do that then. Temperature and then this website. Probably design and then temperature. After that, maintenance, maintenance, staff and then the website. And then in terms of design, mine would also be Option 6. For, and then, okay, the last ones are temperature and maintenance and website. I think the most important is probably in terms of design. Expressing priorities is very important for me. INFORMATION - ABOUT OWN REACTIONS I mean, I’m pretty pleased. Okay, yeah, I really don’t like these options because they’re very, like, one or the other. INFORMATION - ABOUT SELF AND ONE'S BUSINESS I’m not sure if they are either. I mean, staffing is kind of important because of, like. I have a bakery, I feel like, no offense, it takes slightly more skill to make elaborate pastries and crap than it is to just make, like, ice cream. For stuff and I guess my business is trying to branch out and to make, like, custom, like bakery items for people, and that would require more elaborate training. INFORMATION - ELABORATION Because they’ll be able to see how, like, multifaceted, like, our one little enterprise is. I mean, it’s, I mean, there’s not a whole lot that’s difficult on it. I don’t have a lot of details. I am, I have confusing details about this. Essentially, like what, essentially what I have is that we are currently both getting delivery from two different sources. On the counters. I don’t have any back storage. We don’t use sour milk. The following might have been assigned different codes: INFORMATION - ABOUT WILLINGNESS TO CHANGE OFFER Okay. Well, yeah, I’d be willing to, I could do Temperature 1 if. If we were to combine delivery, I need the cold delivery anyway for the ice cream. So essentially I would add your order to mine and then you would pay me directly. Yeah, after whatever I pay. And that sounds like a good idea as long as it is under $10,000. But I’m not sure, you know, how much. And mine is it’s a good idea that, as long as it’s above $5,000. So, like, so we have, like, a margin between five and ten thousand dollars. Well, here’s my deal. Because I honestly do not know. I don’t know which one is, like, better, like numerically for you, but I’m going to look.
7	Substantiation (S) Description: Explanations for why the other should agree to an offer or request. The explanation might be based in claims of fairness, need, rights, or power (threat, toughness, alternatives) SUBSTANTIATION - FAIRNESS My proposal is, this is just based on the information I have that I thought would be fair for the both of us. And the web, if the, if, if, if we change around maintenance, we’d probably have to change around the website, too, in order to maintain fairness. SUBSTANTIATION - I REALLY NEED IT They might eat it there, but, like, but ice cream you’re going to, like, sit there and, like, enjoy your ice cream and stuff. You don’t need it, right, but I do need. Right. But the thing is in my ice cream parlor, I have this place for people to sit and I have to serve them as well, while your bakery just wants to concentrate on ___, right? So I need to. I don’t know that someone typically working an ice cream shift could do the cake design I need them to do. SUBSTANTIATION - POWER/THREAT Right. So if you don’t want staffing, fine, you won’t have it. SUBSTANTIATION - MY RIGHTS No. Why should you have a say in my staff? It’s my staff. But I want my staff. I don’t want you to make any decision or train my staff.
8	Response Positive (RP) Description: A positive responses, such as "great, yes ok" and any positive mimicing (such as following "yeah" with "yeah") POSITIVE RESPONSES Okay. Yeah. Yeah, it’s going. Oh. Yeah. Mm-hmm. That’s good with me. Yeah. Okay. That was hot. Okay. I am not worried. Great. Yeah. I think that’s it. Oh, right, right. That’s fine. Okay, I mean, I know we’re supposed to negotiate, but, like, that kind of sounds good to me. Right, mm-hmm. True, we can see. Yeah, basically. I’m happy. I’m happy, too. I’m incredibly happy. Me, too. Well done, team. Wow. All right. Yep. Okay, stop.
9	Response Negative (RN) Description: A negative response to a proposal or idea such as "no never no way" and any negative mimicing (repeating other's negative words) RESPONSE NEGATIVE - STRONG NO But I want some incentive to want to share the space. I don’t see any incentive if I have to hire individually. Why staff? Well, then I’ll go find another ice cream shop, if that’s the case. You haven’t presented a good argument as to why we should share the staff. No, it makes no sense to go for 4. I don’t see the point of making customer people do baking stuff. I don’t see why you want to train them individually when you can as well train them equally and then. Look, look, look. Option 5. I don’t see the point of hiring them individually and then training them together. No, no, no, really. Look, that is going to be very hard. But if we’re training them jointly, it doesn’t make sense. I don’t buy that. I can’t. No, no, no, no, no, no. No, no, no. It’s not on the same floor. It’s not on the same floor. No. No, no, I don’t want lesser levels of hygiene. I want deluxe cleaning as well. Um, I’d like some time to think about it, if you don’t mind. I think it’s better off not discussing. 25 percent for storage isn’t very much. But you, but you pay more. I don’t have any incentive. RESPONSE NEGATIVE - SNIPING We don’t keep old milk. That’s exactly why. Arguably so. Of course you do. I wouldn’t be surprised. This is unacceptable. You are dissing my business. You didn’t say this two minutes ago. You said two minutes ago that you sell rotten bread. I’m having second thoughts now. I think. Still, I don’t see a reason as to why your brother should do it. You’re not giving me a good argument. You idiot. It makes no sense. But you, that’s why I’m saying you give them. Look. You’re not giving me ___. You’re not. I’m not arguing with you. You’re not out of business. Yes, I am. No, you’re not. Fine. Um. No, you can’t not go for anything. Well, I’m sorry, you’re being. Oh my god. But they’re, but you might. You need to stop interrupting. Your face is so red. No. I didn’t say that. I’m highly offended. I think we need to cancel this contract. You called my brother retarded. Oh, my gosh.
10	Summarize (SUM) Description: Summarizing and confirming what was said, decided, or known, such as "so you prefer x to y." SUMMARIZE - SUMMARIZING AND CONFIRMING Six, yes, which is hire and train individually, all decisions made by me. Yeah, renovate all the upper level. We chose Staff 1 on, yeah. No, Staff 6. We said Staff 6. Yeah, I think that that would work out best for us, just, you know, it’s right in the middle. We’ll both be compromising the same distance. Initially I said Website 2. I was trying to kind of make it even with what we. And so since we’ve discussed the other options, I mean, it sounds like we could be done. I think we could be. Mm-hmm. Okay, so let’s just confirm Design 6. Maintenance 3. Maintenance 3. Temperature 3. Temperature 3. Staff 6. And Website 2. I’m just going to copy this. Temperature 1. Maintenance 1. Maintenance 1. Design 6. And then Website 2. Website 2. And then delivery 750, so cool. Ice cream, mm-hmm. You mean higher. Well, lower is better for you. Higher is better for me. Higher is better for me, too.
11	Procedure (PROC) Description: Comments about how to do the negotiation, such as "Can we move to a specific issue? Can we discuss one issue at a time? Can we move on to another issue? We’re running out of time." Includes comments about logistics. PROCEDURE - PROCESS COMMENTS I feel like we should be discussing, like that we should be taking longer. Whatever. I didn’t really understand this when I was reading it. I don’t fully understand how you got points with this, but. I’m also, I mean, I guess we’re not supposed to talk about the point values, but I thought the point values they gave us were very strange. I think we’re done. This is all going? All right, let’s get some points. All right, let’s do it. So let’s talk about, of the five things, what. Let’s just, let’s just go through, because this is the easiest way to, for us both to get the most we want because our priorities are not the same. It’s, that’ll be the easiest way to get this done. Okay. And then the last thing is the website. I mean, we, yeah. That took all of, like, seven and a half minutes. So staff first. So maybe we should discuss them together. Let me just see what this point table is, just to make sure. I’m pretty sure I’m fine, but. So, oh, wait. No, we do have to talk about website. The delivery is optional. I should not have written that on that sheet. Hold on. No, so I can. Okay, let me do some math. And because I’m lazy, it’s going to be done on my phone. I’m like really, I’m lazy. I was like, calculator. I’m like, I can add these numbers in my head. I guess that we’re done and we go into the main. All right. So I’ve kind of put together a project proposal, if you want to listen to it. I just, like, thought, like, what’s the minimum, what’s the maximum that I could get. CHIT-CHAT, INTRODUCTIONS: Hey there. Hi. I’m Elizabeth, by the way. I’m Rachel. Nice to meet you. You, too. Let’s do this thing.
12	Miscellaneous (MI) Description: Comments that do not fit into other codes, but are on-topic MISCELLANEOUS - ODDS AND ENDS So. Um. Okay, so that’s actually. So I. If he didn’t do it right we’d have to be like, dude, seriously. Those college kids. Right, yeah. I feel, because I feel like if we start, like, messing with it too much, then, like, we’re just going to be, like, I don’t know. What, okay. Let’s just. Because, I mean, that’s. Well, so. I think that. I mean, customers of both businesses, bla bla bla. Which is the customer service. We’re doing our customer. Look, look. And we provide. Because. And then we. You’re saying. I am bringing my ___. I think you are overestimating the power of it. The 50 percent. And then because. Huh? Arguing ___, arguing ___. So does my words on me. I said this two minutes ago. Because we’re compromising. What if I ever ___. I can pass ___. You, you. Well, well.
13	Off Topic (OT) Description: Comments not related in any way to the negotiation OFF TOPIC Oh, that’s kind of cool. The red light is lit up. I’m, like, kind of tired, so I’m like, ah, so much math. I know, it made me, I live right by Andy’s. The custard place. So that’s what I was thinking of. Mm-hmm. They really have great stuff for big bite night. Oh, my, I missed that completely. They were, like, a couple of my friends and I were like, this is our last year, we’re doing it, and we got there at, like, 2:45 and got everything. Oh, my gosh. Like they had pumpkin. It was really, really delicious. That sounds wonderful. So I guess we’re not supposed to share this information, but I’m assuming. Look at your face. He is right here in the debate club. He has problems in debating with Cornell, but they do good in ___. Are you telling me that debates are retarded? So you tell me two club activities that you’ve done in your life other than these two. Okay, look. I don’t get why you’re bringing in personal information and all this stuff. I don’t know why you’re getting personal.

Transcripts are coded in three steps:

1. Unitization (you need to do this): The model provides one code for each set of words or sentences that you identify as a unit in your Excel document. You can choose to have units be speaking turn, sentences, or thought units. The easiest to set up is speaking turns, since switching between speakers is clearly identifiable in transcripts. The next easiest is sentences, since they are identified by one of these symbols: .?! However, different transcribers may end sentences in different places. The hardest unit to create is the thought unit since that takes careful analysis and can represent as much work as the coding itself. (See the NegotiAct coding manual³ for how to create thought units.) Clarity of meaning runs the opposite direction. The longer the unit, the more likely there are multiple ideas in the unit, and less clarity for human or AI coders to know what part to code. Aslani et al (2014) coded speaking turns, but 72% of their speaking turns contained just one sentence. The closest alignment with the training data would be for you to use sentences as the unit.

2. Model Assigns Code: The model assigns a code to each unit you submit, based on in-context learning. Coding is guided by the prompt we developed and tested. For more on in-context learning see Xie and Min (2022). Our prompt for this model includes several elements:

Five fully coded transcripts. These transcripts were chosen from the 75 available transcripts in the following way. First, any combination of five was considered only if that set included all 13 codes. Second, five of those combinations were chosen at random to test. Third, the one that produced the highest level of match with human coders was retained.
Instructions to pay attention to who was speaking, such as “buyer” or “seller”.
Instructions to pay attention to what was said in the conversation before and after the unit being coded.
Supplementary instructions about the difference between “substantiation” and “information” since in early tests the model often coded substantiation as information, and vice versa. This confusion is not surprising since substantiation usually comes in the form of providing information, but with the purpose of supporting a specific offer or demand.
Additional examples of any codes where the five training transcripts did not contain at least 15 examples. We created enough additional examples (based on our understanding of the code) to bring the examples up to 15. We needed to add 12 examples of multi-issue offer, 12 examples of offer rejected, and 14 examples of Miscellaneous Off-Task.

3. We Run the Model Five Times: We automatically run the model five times, to assess consistency of results. As expected the results are not always the same, since with in-context learning the model learns anew with each run and may learn slightly differently each time. Variation is also expected since some units may reasonably be coded in several ways. By running the coding model five times, we get five codes assigned to each speaking unit. If three, four, or five of the five of the runs have the same code, we report the code and indicate the level of “consistency” of that code (three, four, or five out of five). If there are not at least three consistent results out of five runs, or if the model fails to assign a code, we do not report a model code. In these cases, the researcher needs to do human coding.

Validation occured in several steps:

Validation Step 1: Compare the model coding with humans by Aslani et al (2014). To do this, we asked the model to code the 4968 units contained in the Aslani et al (2014) transcripts that were not selected for training. We looked at several criteria.

Consistency: In our test, there was “perfect” consistency of model coding (five out of five runs of the model assigned the same code to a unit) for 4,752 of the units , “high” consistency (four out of five) for 126 of the units, “modest” consistency (three out of five) for two of the units , and 90 where the model did not report a code. Thus, 96% of codes had perfect consistency (see Table 1).

Match with human coding: We assessed whether the model assigned the same code as the human coders. The overall match level for units where the model assigned a code was 73%(95% CI: .72, .75). To ensure that the model wasnot biased by matching more accurately with the human coder in early or later phases of the negotiation, we tested whether the match level was different for coding the first versus second half of all transcripts. The match level was 74% for the first half and 72% or the second half, suggesting no bias based on phase of the negotiation. We also looked at match by level of consistency (see Table 1). These results suggest that users may want to accept model-assigned codes only for those codes where the model achieves perfect consistency (five out of five).

Table 1: Match Percentage by Consistency Level, Validation Step 1

Level of Consistency	Match with Human Codes	% Achieve This Consistency Level Among Those Assigned a Code	Number*	Match	Percentage Match
Modest Consistency	3 out of 5	.04%	0	not match
Modest Consistency	3 out of 5	.04%	2	match	100%
High Consistency	4 out of 5	2.5%	82	not match
High Consistency	4 out of 5	2.5%	44	match	35%
Perfect Consistency	5 out of 5	97.5%	1,239	not match
Perfect Consistency	5 out of 5	97.5%	3,513	match	74%

*90 cases did not reach the 3 out of 5 consistency threshold or the model failed to assign a code

We also calculated the Cohen’s kappa, with the model codes as coming from one rater and the human coding as coming from a second rater. This calculation, compared to the “percentage match,” accounts for matches that might occur based on chance. Cohen's kappa was calculated in R (R Core Team, 2022)⁴ using the IRR package (Gamer & Lemon, 2019)⁵. Cohen's kappa was equal to 0.69, with the no information rate of 0.27 (p-value of difference is <.001). According to Landis and Koch (1977)⁶ this represents "substantial agreement", and according to Fleiss (1981)⁷ is "fair to good" agreement. Rather than relying on conventional categorical guidelines to interpret the magnitude of kappa, Bakeman (2023) argues that researchers should estimate observer accuracy or how accurate simulated observers need to be to produce a given value of kappa. The KappaAcc program (Bakeman, 2022)⁸ was used to estimate observer accuracy, which was found to be 85%.

Summary Data and Confusion Matrix: We created a confusion matrix for all codes with perfect consistency (see Table2). The vertical axis shows human coding. The horizontal axis shows model coding. Also included below (see Table 2) are summary statistics showing which codes appeared most frequently in the human coding (Positive Response was most common representing 25.37% of the codes, while Miscellaneous Off-Topic was least common representing just .25% of the codes), and the human-model match level for each code. The highest level of human-model match was for Positive Response and Question while the lowest was for Miscellaneous Off Topic, Negative Responses, and Summarize. There appears to be a rough correlation between number of units and match percentage, suggesting that match percentage goes up when there are more examples of a code in the training transcript for the model to learn from and when there are more opportunities to find that code in the test transcripts. Miscellaneous Off Topic has the very lowest match percentage, perhaps because there are only ten of these units in the test transcripts, because it is a more ambiguous category, and/or because it was less conceptually central to Aslani et al. (2014) and their coders.

In terms of absolute numbers of mismatches, the largest set is 124 human-coded Information codes that were coded as Substantiation by the model. This is an issue we recognized early in our testing, which resulted in added instructions in the prompt to reduce this mismatch. The fundamental problem is that Substantiation is often achieved by providing information, but to be Substantiation that information must support a particular argument or claim. There were also 81 cases of human-coded Substantiation that were coded as Information by the model. The next largest set of mismatches were 81 where humans assigned a code of Positive Responses while the model assigned a code of Accepting Offer, which is easy to imagine happening.

Table 2: Confusion Matrix, Validation Step 1

Table 3: Match Percentage by Code, Validation Step 1

Human Code	% of units Across All Transcripts	Model Match %
RP	25.37	88.45%
I	18.79	66.96%
Q	18.46	86.46%
OS	8.59	70.41%
PROC	7.13	57.76%
S	5.64	59.27%
SUM	5.49	36.94%
OA	4.28	69.38%
MI	3.79	63.78%
RN	1.33	40.00%
OM	0.61	60.00%
OR	0.27	38.46%
OT	0.25	8.33%

Closer Look at Mismatches: To assess the nature of these and other mismatches, we selected a random sample of 100 mismatches for closer examination. Given that original human coders may be just as likely to make errors (or simply vary in their judgments) as the model, we wanted to see if newly trained coders would see the Aslani-provided codes or the model-provided codes as more accurate. We trained two coders, who practiced coding transcripts until they reached a high level of agreement (kappa=.81). Then we provided these coders with the 100 speaking turns, as well as the two speaking turns preceding that speaking turn, along with the human and model codes. They were not informed which code came from the model or humans, and the order in which they saw the two codes was flipped halfway through the 100 samples to avoid order effects. They selected which code they saw as more accurate. This was done first separately by the two coders, and then they were asked to resolve through discussion any cases where they disagreed. In the end, these new coders thought the model-provided codes were correct 68% of the time and the human-generated codes 32% of the time. Based on this we can expect that the model is correct in 68% of the cases with mismatches, so we can trust that about 91% of the model codes are accurate.

Validation Step 2: Match with Human coding for Different Simulations.

The first step of validation involved matching human and model codes where the negotiation simulation used for training was the same as the negotiation simulation used for testing the model (The Sweet Shop). But users may have transcripts from any number of simulations or real-world negotiations, not just the simulation used in the Aslani et al (2014) study. Therefore, we wanted to test how well the model would match human coders who applied the Aslani et al model to transcripts using other simulations. We selected a set of 6 transcripts from a study that used the Cartoon simulation, and 6 transcripts from a study that used the Les Florets simulation. Since these transcripts were not initially coded using the Aslani codes, we needed to train two coders to use the Aslani codes. After initial training, they reached a level of inter-coder reliability of k=.81. They coded the transcripts separately and came together to discuss any cases where they disagreed and assign a code. This provided the human codes for a set of Cartoon and LesFloret simulations. These transcripts were then coded using our model.

The 12 transcripts had 2711 speaking turns, of which 2679 were single sentences. The model had perfect consistency for 88% of the speaking turns, high consistency for 10% of the speaking turns, and modest consistency for .02% of the speaking turns. There were 44 cases of less then 3 out of 5 consistency. The match percentage was 72% for high consistency codes, and 65% for perfect consistency codes (see Table 4). Overall, the match percentage was 65% (95% CI: .63, .67). This was lower than our prior tests, as expected, because these transcripts did not have the same issues and topics as training transcripts (which used The Sweet Shop simulation). For that reason, these results may better represent the model’s effectiveness with most transcripts. We also checked to see if one set of transcripts did better than the other. The match percentage was also 64.90% for just the Les Florets transcripts and 65.16% for just the Cartoon transcripts, suggesting that the model should do just as well with transcripts using different simulations.

We also calculated the Cohen’s kappa. The weighted Cohen's kappa was .56 (95% CI: .63, .67) with the no information rate of .44 (p-value of difference is < .001). This kappa according to Landis and Koch (1977) is "moderate agreement", and according to Fleiss (1981) is "fair to good" agreement. Rather than relying on conventional categorical guidelines to interpret the magnitude of kappa, Bakeman (2023) argues that researchers should estimate observer accuracy or how accurate simulated observers need to be to produce a given value of kappa. The KappaAcc program (Bakeman, 2022) was used to estimate observer accuracy, which was found to be 79%.

Table 4: Match Percentage by Consistency Level, Validation Step 2

Level of Consistency	Match with Human Codes	% Achieve This Consistency Level Among Those Assigned a Code	Number*	Match	Percentage Match
Modest Consistency	3 out of 5	.02%	34	not match
Modest Consistency	3 out of 5	.02%	22	match	39%
High Consistency	4 out of 5	10%	75	not match
High Consistency	4 out of 5	10%	200	match	72%
Perfect Consistency	5 out of 5	88%	839	not match
Perfect Consistency	5 out of 5	88%	1541	match	65%

*44 cases did not reach the 3 out of 5 consistency threshold or the model failed to assign a code

The proportion of speaking units that fell into each category were roughly similar to what we saw in the first validation tests, with most speaking units being: Information, Question, and Response Positive. In this set of transcripts Substantiation was also fairly common (see Table 6). As with the first validation test, model-human match percentage appears to be highly correlated with number of codes.

The confusion matrix (see Table 5) shows that, once again, the largest number of mismatches comes from Information/Substantiation. It also shows that nearly all of the mismatches were cases where the model assigned a code of “information” when the humans assigned various other codes.

Table 5: Confusion Matrix, Validation Step 2

Table 6: Match Percentage by Code, Validation Step 2

Human Code	% of units Across All Transcripts	Model Match %
I	28.49	79.04%
S	15.39	52.77%
Q	14.32	92.75%
RP	13.24	83.75%
PROC	9.09	28.16%
MI	5.79	32.94%
OS	3.67	60.61%
SUM	3.26	52.27%
RN	2.52	14.70%
OM	2.30	35.48%
OR	1.26	32.35%
OA	0.41	45.45%
OT	0.26	14.28%

In order to assess the mismatches, we collected a random sample of 100 sentences with mismatches, along with the two prior sentences and the human and model codes. We then took off the column labels and randomly mixed the order of the codes. Since the human coding in this case was done by our coding team, we wanted a different person to select which of the two codes was more correct. This was done by the first author. The results are shown in Table 7. About half of the time the human code was deemed accurate, but also in about half of the cases either the model was deemed accurate, or both the model and human code selections were feasible. Sometimes this was because different parts of the sentence focused on different things, or it was unclear if (for example) “information” provided was just an expression of the speaker’s priorities, or a way to back up their demands (“substantiation”). Looking, then, at the 31% of speaking units that were mismatch, perhaps half of them might still be deemed accurate.

Table 7: Assessment of 100 Sample Mismatches

Code Selection		Count
Clear Choice	Human Code is Correct	47	68
Clear Choice	Model Code is Correct	21
Both Correct	Human Code is Correct but Both are Feasible	11	24
	Model Code is Correct but Both are Feasible	8
	Both are Equally Correct	5
Both Incorrect	Human and Model Both Correct	6	6
Not Understood	Could not Understand the Sentence	2	2

The full prompt used for this model is provided below. You are welcome to run the model using your own API. However, please note that our evaluation protocol involves executing the model five times on the same thought unit and reporting results according to the following consistency criteria:

5 out of 5 runs produce identical code → Code is reported and labeled “Perfect Consistency.”
4 out of 5 runs produce identical code → Code is reported and labeled “High Consistency.”
3 out of 5 runs produce identical code → Code is reported and labeled “Modest Consistency.”
2 out of 5 runs produce identical code → Code is not reported
1 out of 5 runs produces identical code → Code is not reported

The validation studies for this model are based exclusively on cases where code is reported (i.e., 5/5, 4/5, and 3/5 consistency levels).

If you wish to replicate or report validation results using your own Anthropic API, you must:

Run the model five times per thought unit, and
Report only the qualifying outputs (those meeting the 3/5 or higher consistency threshold), and
Use the same Anthropic model version that was employed in the validation study.

Task: Categorize each sentence in the test transcript based on the provided coding scheme, additional notes and incontext-learning examples, considering the context within the transcript.

Coding Scheme:
- OS (single issue offer, example: I'll give you Staff option 3)
- OM (multi-iisue offer, example: I'll give you staff 1 and Design 4;suggest a tradeoff of concession in response to a concession )
- OA (accept offer, example: OK staff 1)
- OR (reject offer, example: no way staff 1 and design 4)
- S (Substantiation, example: I will not let you take advantage of me)
- RP (general positive reaction, example: great, yes ok ; any positive mimicing )
- RN (general negative reaction, example: no never no way ; any negative mimicing)
- SUM (Insight summarizing others interests;summarizing; mutuality; noting similarities; noting differences, example: so you prefer x to y; )
- PROC (Procedural Statements, example: Can we move to a specific issue? Can we discuss one issue at a time? can we compromise? Can we move on to another issue? We’re running out of time. )
- MI (miscellaneous on task comments, example: OK yeah when used to move negotiation along by themmselves )
- OT  (off task comments, this is very rare)
- Q (Questions)
- I (Provide Information)

Additional Notes:
- You are expected to categorize each and every sentence in the test transcript without interruption.
- Do not pause or ask for confirmation during the categorization process; complete the task for the entire transcript in one continuous effort.
- Consider the entire conversation's context and the sequence of categories for accurate categorization.
- Sentences by the same speaker without interruption are considered a single paragraph. Use this structure to understand the context and functionality of each category in the negotiation.

Additional Information on differentiate 'information' and 'substantiation':
- Typically, Cateogry I ‘information’ is more about explaining what I want, while Category S ‘substantiation’ is more about what the other person should want – getting them to want or do something different.  Often, substantiation involves comparisons intended to make the person things that they should want what is offered, because it is better than they can get elsewhere.  Sometimes substantiation can come in the format of claiming that you have sacrifices a lot, so they should too.  However, just sharing one’s own priorities is really about ‘information’ not ‘substantiation’.Extra Examples of Category 5(substantiation) in contexts(given the surrounding sentences of the target ones):

Paragraph 1:
Buyer: How the department were you able to do 
Seller: Very well, is the product times. No, a lot of action.
Buyer: Is there books and board games?
Seller: Correct. Not only that, off late latest edition was, that figure, you know how the McDonalds give you happy meals, so that is really helped, it has helped us because of them. Widespread.
Buyer: Market.
Seller: So people know about Altra Rangers a lot.  Also being a cartoon. Being an action for a cartoon there is more action, less dialogue, so dubbing is not a problem, so I guess dubbing in a language other than English. You know, it won't be as much a problem for you, because it is actually rated rather than so your cartoon has more important information and.
Buyer: Okay. But I am actually, personally from my point. I am just working for Chicago so I don't care in. So I am still looking at testing this thing.

- Speaker: Seller, Sentence: "Correct. Not only that, off late latest edition was, that figure, you know how the McDonalds give you happy meals, so that is really helped, it has helped us because of them. Widespread.", Category: "S", Explanation: "By making an anolgy to Happy Meals, the seller is trying to give the buyer a logic that would make the buyer accept the seller's view.  Trying to convince the buyer."

Paragraph 2:
Buyer: Right.
Buyer: Right.
Seller: Yeah.
Seller: If you just go by our company program we usually sell two programs which actually have had a good rating.
Buyer: Right.
Buyer: Right.
Seller: When your company actually decided on starting negotiations, you would look at the ratings, right?

- Speaker: Seller, Sentence: "If you just go by our company program we usually sell two programs which actually have had a good rating.", Category: "S", Explanation: " By focusing on what is typical within the company, the seller is trying to show that their approach is normal and reasonable"

Paragraph 3:
Seller: But then we will never know if it's tried.
Buyer: It's a good shot, that's true. 
Seller: I think the only thing that can get you a lot of viewers across segments and age groups and that many more advertisers - 
Buyer: Can target the kids as well as adults.
Buyer: That will be about two years.
Buyer: 80,000 per episodes?
Seller: Yeah because you would make almost 20 to 25 million by our estimates and this is a conservative estimate, I really don't know what your ad rates are.

- Speaker: Buyer, Sentence: "Can target the kids as well as adults.", Category: "S", Explanation: "This statement elaborates on the logic of this option by pointing out why the option is attractive -- it can appeal to more customers. This makes it a case of substantiation"

Paragraph 4:
Seller: And do you think you'll be going for anything above six runs or keep it to six runs?  
Seller: I can tell you what we have as an option on this one-eight.
Buyer: Okay.  And that's what we can support too. That works out right.  
Seller: Okay.  So, eight is what we have.  Of course, it leads to additional costs overexposing the brand.  But we can come up with some sort of [inaudible 14:15]  
Seller: That's good.
Seller: So, that's great.
Seller: So since I am the seller, I will start, I got to start first.  I represent Holly Films as you know and we have a very good movie which had come up and we would definitely like as you must be knowing that the maximum money we make is from the TV series and not from the movie itself.  And it's one of the most popular.

- Speaker: Seller, Sentence: "Okay.  So, eight is what we have.  Of course, it leads to additional costs overexposing the brand.  But we can come up with some sort of [inaudible 14:15]", Category: "S", Explanation: "By saying that "it leads to additonal costs" is a way to influence the buyer that the seller's positon is more reasonable.  Reminding you of what it will cost me."

Paragraph 5:
Buyer: So compared to other top performing you know of your historically if you have seen that you put this in the top 10% or is it the best or is it the medium or -?
Seller: I believe it is one of the best because we had a bad year, so we had a few TV series which never got sold, but what we thought that we were the best partners in this for selling this Ultra Rangers series I think we will be the best partner.  If you only consider shares and the rating probably, we would definitely be in the top 10%, definitely, something which is -
Buyer: Okay.  That is, I am just comparing your previous serials to now.
Seller: Then it is obviously far better than that.
Buyer: So it is one of your best.
Seller: This is one of our best.  And probably the next season, we are going to come out with another episode which is also going to be a very big hit among the children.
Buyer: Strums, you are talking about.

- Speaker: Seller, Sentence: "Then it is obviously far better than that.", Category: "S", Explantion: "By saying it is "far better" is meant to make it seem more attractive, to influence the other side.  Includes a comparison."

Paragraph 6:
Seller: Yeah.
Buyer: But, there have been some limitations in terms of the number of shows that are really get popularized.
Seller: Yeah.
Buyer: And other things. So, you know, even we are taking a big chance for here, because you never know that we are paying some fixed amount to you. And we are really bearing the risk. 
Seller: Yes.
Buyer: The show may work out. The show may not work out. Competitive actions.
Seller: Yeah.

- Speaker: Buyer, Sentence: "And other things. So, you know, even we are taking a big chance for here, because you never know that we are paying some fixed amount to you. And we are really bearing the risk.", Category: "S", Explantion: "This is an argument by the buyer meant to make the seller feel that the buyer is already doing a lot -- taking the risk.  This makes it seem that the buyer should get more.  It is an appeal to fairness.  A reminder of generalized reciprocity."

Paragraph 7:
Seller: Yes, yes.
Buyer: So, I am hoping for them, but, just no doubt prospective of. The second thing is, ah. The second thing obviously is about, ah, ah, price, right? Now, you know, this market right now.
Seller: Yeah,
Buyer: Has been going through, you know, more generally, it has been going through a certain rough patch, I mean, even though the general trend is towards, you know, more and more people seeing things.
Seller: Yeah.
Buyer: But, there have been some limitations in terms of the number of shows that are really get popularized.
Seller: Yeah.

- Speaker: Buyer, Sentence: "Has been going through, you know, more generally, it has been going through a certain rough patch, I mean, even though the general trend is towards, you know, more and more people seeing things.", Category: "S", Explanation: "Buyer is giving info with an intent to shape how the seller thinks of the value of a proposal.  In this sense it is trying to influence the seller.  A comparison to general trends, to argued why you should go for it."

Paragraph 8:
Seller: $40,000?
Buyer: Per episode.
Seller: Okay.
Buyer: And this is a fixed guaranteed revenue street for you.
Seller: Okay.
Buyer: So.
Seller: We also have a range for the price, so, Ideally we would like to target it at about 75, but I think there is scope for negotiation here. And, ah.

- Speaker: Buyer, Sentence: "And this is a fixed guaranteed revenue street for you.", Category: "S", Explanation: "Buyer is trying to make the offer seem more attrative by highlighting the benefits, all in order to influence the seller"

Paragraph 9:
Buyer: Are you crazy, five runs and $60,000?
Seller: Yeah.
Buyer: How about if we make it eight runs per episode?
Seller: Well I think the standard in the industry is to have four to six runs so that's what I am thinking, five runs.
Buyer: We don't have standard, let's say eight.
Seller: No, but in that case you have to increase the price, I don't want to like get people away --
Buyer: And let's have $10,000 as the price per episode.

- Speaker: Seller, Sentence: "Well I think the standard in the industry is to have four to six runs so that's what I am thinking, five runs.", Category: "S", Explanation: "This is substantiation. The clue is "the standard in the industry" so its making a comparison. Why you should concede--you should concede because of the standard."

Additional examples on Category OM:
- What if we compromise on design and add staff?
- I would be happy to provide a higher salary.  You know that means we need to make that up with the interest rate. 
- Would you be happy with level four on issue 1?  We can do that if you give us more editions. 
- Copies 2, with years level 3
- My offer is 20% discount, but we need to have a much longer contract. 
- The price on the lamps is not the only thing. We can go down, but we need a commitment from you for 2 years of business. 
- I can give you an offer which should  be good for you, let's think about 44,000 Pesos and you pay  at least 50% down
- I’ll offer you $27,000, if you can provide 40,000 units
- The timing needs to be four months.  If you can do that, we can add the design changes you want.
- Let’s go with Options 1b and 3a
- I’m OK with the French option, as long as you provide low cost training for new employees.
- I’d like to see if you would accept pre-fabrication, on 90-day terms, with off-site data hosting. 

Additional examples on Category OR:
- That is ridiculous Joe, I don’t know what to say.  That is impossible. 
- No way, it just isn’t feasible. 
- I don’t see a way to do it wholesale, we’d just lose so much money and there would be no chance to broaden the reach. 
- I just can’t go that high, given how little you are giving me on return policies. 
- It is just too low, to think that we can provide new bearings for 14 different SKUs at that price. We would go broke. 
- How can you even ask me to consider that? 
- No. No. No. I’ve already told you. 
- It makes no sense.  I’d like to help but I just can’t do it. 
- You’re looking for 4 year flexible terms, but I need at least 6 years of fixed terms.  The gap is too big.
- I don’t want you taking over my shop.
- Yes, 4,000 sounds good, but I can probably do better if I just wait. 
- Are you crazy!  You must think I’m a fool.  

Additional examples on Category OT:
- I’m really tired from all the work last night.
- I live down by the gym on Monk street. 
- Their burgers are so good near you. 
- School offered free coffee last week. 
- I thought you played football before coming to work here?
- What’s the red light over the window? 
- I thought his friend was pretty cool. 
- Do you live close to Mary?  
- I try to work out twice a week. 
- My dog is super friendly, you’d like her. 
- Are you telling me you don’t like ice cream? You’re so weird!
- My limp comes from a bad fall last year skiing. 
- Oh, I keep away from reading too much while I’m in school. 
- This class uses too much math.

In-context Learning Examples:
Transcript: 1002_02_04_009
- Speaker: 1, Sentence: "Okay, so should we talk about staff issue?", Category: "Q"
- Speaker: 2, Sentence: "Should we go, like, which one do you think is, like, most important to you?", Category: "Q"
- Speaker: 1, Sentence: "Okay.", Category: "RP"
- Speaker: 2, Sentence: "Of all the ones here.", Category: "I"
- Speaker: 1, Sentence: "I think hiring and training as a group and distributing according to demand for service.", Category: "OS"
- Speaker: 2, Sentence: "Is the most important to you?", Category: "Q"
- Speaker: 1, Sentence: "Yeah, because I think we should each pay for the groups that we train.  I think that’s.", Category: "I"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "Do you agree?", Category: "Q"
- Speaker: 2, Sentence: "Sure.", Category: "OA"
- Speaker: 1, Sentence: "Okay.  Okay, for temperature, since I need a warmer temperature, I prefer 73 degrees.", Category: "OS"
- Speaker: 2, Sentence: "I prefer 75.", Category: "OS"
- Speaker: 1, Sentence: "You prefer 75?", Category: "Q"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "Why?", Category: "Q"
- Speaker: 2, Sentence: "Because, like, you don’t want it too cold.", Category: "I"
- Speaker: 1, Sentence: "Okay, that works for me.", Category: "OA"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "Okay.  For maintenance.", Category: "PROC"
- Speaker: 2, Sentence: "I’m very into cleanliness.", Category: "I"
- Speaker: 1, Sentence: "Okay, but I think we should split the cost equally.", Category: "I"
- Speaker: 2, Sentence: "Hm, I mean, but you have, like, the whole kitchen, and like, more, like, cleaning up and stuff.", Category: "S"
- Speaker: 1, Sentence: "Yeah, but you have an actual ice cream shop with lots of customers who make messes and.", Category: "S"
- Speaker: 2, Sentence: "Yeah, but you’re going to be, like, in the back, like, throwing batter everywhere for your bakery.", Category: "S"
- Speaker: 1, Sentence: "Yes, but your customers are messy.  Ice cream always spills everywhere, and it’s nasty.", Category: "S"
- Speaker: 2, Sentence: "All right, so which one do you want?  ", Category: "Q"
- Speaker: 1, Sentence: "Well, I.", Category: "I"
- Speaker: 2, Sentence: "The basic cleaning, equal split?", Category: "Q"
- Speaker: 1, Sentence: "Yeah.", Category: "RP"
- Speaker: 2, Sentence: "Or deluxe cleaning?  Let’s do deluxe cleaning.", Category: "OS"
- Speaker: 1, Sentence: "You want deluxe?", Category: "Q"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "Okay.  That works for me.", Category: "OA"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "Okay.  Design.  ", Category: "PROC"
- Speaker: 2, Sentence: "So which one’s more important, design or website to you?", Category: "Q"
- Speaker: 1, Sentence: "For website, I wouldn’t mind having your brother design our website.", Category: "OS"
- Speaker: 2, Sentence: "Really?", Category: "Q"
- Speaker: 1, Sentence: "Yes.", Category: "RP"
- Speaker: 2, Sentence: "Okay.", Category: "OA"
- Speaker: 1, Sentence: "That would be fine with me.", Category: "I"
- Speaker: 2, Sentence: "Cool.", Category: "RP"
- Speaker: 1, Sentence: "Okay.  I was thinking that.", Category: "I"
- Speaker: 2, Sentence: "He’ll be happy about it.", Category: "S"
- Speaker: 1, Sentence: "Okay, so for design?", Category: "Q"
- Speaker: 2, Sentence: "I definitely think park, at least my, I would love to have, like, the whole upstairs for, like, customers, but I’m fine, like, I think part of it should at least be for customers.", Category: "I"
- Speaker: 1, Sentence: "I thought all of it should be for storage, but I guess we can split that.  What about 50 percent for storage and 50 for staff, rest and offices?  Or do you want, do you also want, like, a place for sitting and eating?", Category: "Q"
- Speaker: 2, Sentence: "Well, I want part for eating and sitting.", Category: "I"
- Speaker: 1, Sentence: "So what about using 50 percent of the upper level area for storage, offices and staff reset?", Category: "OS"
- Speaker: 2, Sentence: "For storage and office?  Yeah.", Category: "Q"
- Speaker: 1, Sentence: "And renovating the other 50 percent.", Category: "I"
- Speaker: 2, Sentence: "Perfect.", Category: "OA"
- Speaker: 1, Sentence: "Okay.  All right.", Category: "RP"
- Speaker: 2, Sentence: "So what did we decide?  So for staff, hire and train as a group and then?", Category: "Q"
- Speaker: 1, Sentence: "Actually, for the website, I think we should design it separately.", Category: "I"
- Speaker: 2, Sentence: "Why?", Category: "Q"
- Speaker: 1, Sentence: "Because your brother could be inexperienced.", Category: "S"
- Speaker: 2, Sentence: "He’s not, though.", Category: "I"
- Speaker: 1, Sentence: "Yes, but I don’t know that.", Category: "I"
- Speaker: 2, Sentence: "And he’s giving us a huge discount, so you’ll be paying a lot more to do it on your own.", Category: "S"
- Speaker: 1, Sentence: "Yes, but.  Well, in that case, if we negotiate.", Category: "S"
- Speaker: 2, Sentence: "I’ll give you the website if you then, if we only use 25 percent for storage and offices.", Category: "OM"
- Speaker: 1, Sentence: "No, see, I would take the website design from you if we could use 50 percent for storage, 20, or use 50 percent and the other 50 percent for staff rest and offices.", Category: "OM"
- Speaker: 2, Sentence: "No.", Category: "OR"
- Speaker: 1, Sentence: "Okay, then I don’t want a website.  I want to design our websites separately.", Category: "OR"
- Speaker: 2, Sentence: "Um.", Category: "MI"
- Speaker: 1, Sentence: "I prefer to hire a professional website designer rather than having your inexperienced brother.", Category: "S"
- Speaker: 2, Sentence: "That’s fine.  I don’t care.  So what did we decide?  Staff, hire as a group and.", Category: "Q"
- Speaker: 1, Sentence: "Okay, so staff we said hire and train as a group, distribute according to demand for service, pay according to use.  That way we’ll each pay for what we deserve to pay.  Yeah?", Category: "SUM"
- Speaker: 2, Sentence: "Sure.  Well, what about hire and train as a group, distribute according to demand, so, like, we train as a group also, because my staff doesn’t need any specific skills.  Scooping ice cream isn’t that big of a deal.  But, like, your guys need.  So I’m willing to, like, you know, pay for part of your training of your employees.", Category: "S"
- Speaker: 1, Sentence: "Why?  ", Category: "Q"
- Speaker: 1, Sentence: "You need training, too.", Category: "S"
- Speaker: 2, Sentence: "To scoop ice cream?", Category: "Q"
- Speaker: 1, Sentence: "Yeah, to know about ice cream.  You training in customer service.", Category: "S"
- Speaker: 2, Sentence: "I mean, that’s, it’s going to be equal customer service needs for your group and my group, where your group’s going to need more, like, baker knowledge.", Category: "S"
- Speaker: 1, Sentence: "I still think that we should train as a group, but pay according to use. ", Category: "OS"
- Speaker: 1, Sentence: " You’re saying we should share costs?", Category: "Q"
- Speaker: 2, Sentence: "No, no.  I’m saying we should, you’re saying we should hire as a group, distribute demand service, pay according to use and then each pay additional training costs if needed.", Category: "I"
- Speaker: 1, Sentence: "I’m saying Staff 3, option 3.", Category: "OS"
- Speaker: 2, Sentence: "Oh, okay, perfect.", Category: "RP"
- Speaker: 1, Sentence: "Yeah.", Category: "RP"
- Speaker: 2, Sentence: "That’s what I was saying.", Category: "SUM"
- Speaker: 1, Sentence: "Right?  IS that the hire and train as a group, distribute according to demand for service, pay according to use.", Category: "Q"
- Speaker: 2, Sentence: "Yeah.  Yeah, yeah.  Yeah.", Category: "RP"
- Speaker: 1, Sentence: "Do we have the same option?", Category: "Q"
- Speaker: 2, Sentence: "I don’t know.", Category: "RN"
- Speaker: 1, Sentence: "Like is that Staff, is that your option?", Category: "Q"
- Speaker: 2, Sentence: "I mean, that’s Staff 3.  I guess we shouldn’t say that.", Category: "SUM"
- Speaker: 1, Sentence: "Okay.", Category: "RP"
- Speaker: 2, Sentence: "Ignore that on the record.  Then we did the 75 degrees.", Category: "SUM"
- Speaker: 1, Sentence: "Yes.  Then we did, for maintenance we decided deluxe cleaning split equal.", Category: "SUM"
- Speaker: 2, Sentence: "Deluxe cleaning split evenly.", Category: "SUM"
- Speaker: 1, Sentence: "Mm-hmm.  Okay.", Category: "RP"
- Speaker: 2, Sentence: "Design we’re doing 50-50 because I’m giving you the website.", Category: "SUM"
- Speaker: 1, Sentence: "So use 50 percent of the upper level area for storage and the other 50 percent for staff rest and office?", Category: "Q"
- Speaker: 2, Sentence: "No for customers.", Category: "RN"
- Speaker: 1, Sentence: "Wait.  Read which one you’re talking about.", Category: "PROC"
- Speaker: 2, Sentence: "Use 50 percent of the upper level area for storage, offices and staff and renovate the other 50 percent so that customers of both businesses can sit and eat there.", Category: "I"
- Speaker: 1, Sentence: "If we do that one, I don’t want the website from you.", Category: "RN"
- Speaker: 2, Sentence: "No, you’re getting the website.  Like you can have your own or whatever.", Category: "I"
- Speaker: 1, Sentence: "Okay, so we’re deciding about the website separately, that’s what we’re doing?", Category: "Q"
- Speaker: 2, Sentence: "Yeah, yeah.", Category: "RP"
- Speaker: 1, Sentence: "There’s the two options that’s on?", Category: "Q"
- Speaker: 2, Sentence: "Yeah, yeah.", Category: "RP"
- Speaker: 1, Sentence: "Okay.  Wait.  Okay.  That works for me.", Category: "I"
- Speaker: 2, Sentence: "Cool.", Category: "RP"
- Speaker: 1, Sentence: "I’m glad we negotiated.", Category: "OT"
- Speaker: 2, Sentence: "Do you have any delivery needs you think we need to?", Category: "Q"
- Speaker: 1, Sentence: "Um, well, I would be, I would be willing to join your contract to reduce my cold delivery costs.", Category: "I"
- Speaker: 2, Sentence: "Okay.  Let me just read the.  ", Category: "PROC"
- Speaker: 1, Sentence: "Wait.", Category: "PROC"
- Speaker: 2, Sentence: "Okay, so it would cost you about $10,000 to get on a contract with me.", Category: "I"
- Speaker: 1, Sentence: "Mm-hmm.  I’d be down.", Category: "OA"
- Speaker: 2, Sentence: "Yeah?", Category: "RP"
- Speaker: 1, Sentence: "Mm-hmm.  Cool.", Category: "RP"
- Speaker: 2, Sentence: "Cool.  Deal.", Category: "OA"
- Speaker: 1, Sentence: "Deal.", Category: "PROC"
- Speaker: 2, Sentence: "See ya in the bakery.", Category: "I"
Transcript: 1_38_2_128
- Speaker: 2, Sentence: "Let’s see about the staff.", Category: "PROC"
- Speaker: 1, Sentence: "Okay.", Category: "RP"
- Speaker: 2, Sentence: "I think that we should, like, train the staff together, like together as a group.", Category: "OS"
- Speaker: 1, Sentence: "Mm-hmm.", Category: "RP"
- Speaker: 2, Sentence: "And pay them equally and do everything equally, but train them as a group.", Category: "OS"
- Speaker: 1, Sentence: "I think hire and train individually.  It’s better than.", Category: "OS"
- Speaker: 2, Sentence: "Why do you think it’s individually better?", Category: "Q"
- Speaker: 1, Sentence: "Because I would have less employees than you.  I think you will need waiters and you’ll need sales employees and more employees than.", Category: "I"
- Speaker: 2, Sentence: "But because, I think because we’re sharing the same place, we need to have, like, the staff together, like serving as both for the bakery and ice cream, so we can benefit together.  If I’m short in the staff, they can, like your staff, they’ll help me and vice versa.  If you need some help, my staff can go and help you, so use them as a group, for both the shops.  I think it’s better like that.", Category: "SUM"
- Speaker: 1, Sentence: "Maybe, but also you have more employees than me, so why I have to pay equal as you?  ", Category: "Q"
- Speaker: 1, Sentence: " I’m just selling stuff.  I don’t have space to eat or drink.", Category: "I"
- Speaker: 2, Sentence: "No, we’re going to share them equally so my staff can go inside your kitchen, help you with baking, and your staff can come and help me serving the customers.  It’s like win-win situation.  You can use my staff and I can use your staff.", Category: "S"
- Speaker: 1, Sentence: "So you mean hire and train as a group, distribute according to demand for service, share costs?", Category: "Q"
- Speaker: 2, Sentence: "No.", Category: "RN"
- Speaker: 1, Sentence: "I think this one is better.", Category: "I"
- Speaker: 2, Sentence: "Hire and train as a group, distribute according to demand for.  Okay, I think this is fair enough for both of us.", Category: "OS"
- Speaker: 1, Sentence: "Okay.", Category: "RP"
- Speaker: 2, Sentence: "So Staff 2.", Category: "I"
- Speaker: 1, Sentence: "Staff 2, yeah. ", Category: "OA"
- Speaker: 1, Sentence: " Okay, regarding the temperature, it’s the temperature of the shop, right?", Category: "PROC"
- Speaker: 2, Sentence: "Yes.", Category: "RP"
- Speaker: 1, Sentence: "Of the shop.", Category: "I"
- Speaker: 2, Sentence: "The whole shop, yeah.", Category: "RP"
- Speaker: 1, Sentence: "Yeah, the whole shop.  I think it’s.", Category: "SUM"
- Speaker: 2, Sentence: "I think we need a cooler place for the customers.", Category: "I"
- Speaker: 1, Sentence: "A cooler place?", Category: "Q"
- Speaker: 2, Sentence: "I mean warmer.", Category: "I"
- Speaker: 1, Sentence: "Warmer place.", Category: "SUM"
- Speaker: 2, Sentence: "Yes.", Category: "RP"
- Speaker: 1, Sentence: "So which degree do you want?", Category: "Q"
- Speaker: 2, Sentence: "Like 75 maybe.", Category: "OS"
- Speaker: 1, Sentence: "75?  Yeah.", Category: "Q"
- Speaker: 2, Sentence: "It’s good, 75?", Category: "Q"
- Speaker: 1, Sentence: "75 is good, yeah, because we are also.  It’s not about the, it’s not a matter of the shop, okay, for the customers.", Category: "RP"
- Speaker: 2, Sentence: "Yes.  I think because my customers will eat ice cream, they need a warmer place and you need to bake whatever cakes or something, you need a warm place so that it warms the cold room.", Category: "I"
- Speaker: 1, Sentence: "Okay.", Category: "RP"
- Speaker: 2, Sentence: "So 75.", Category: "OS"
- Speaker: 1, Sentence: "75, Temperature 1.", Category: "OA"
- Speaker: 2, Sentence: "1", Category: "SUM"
- Speaker: 1, Sentence: "Maintenance.", Category: "PROC"
- Speaker: 1, Sentence: " Maintenance, they mean if there is something damaged in the shop or something like that.", Category: "I"
- Speaker: 2, Sentence: "Yes.", Category: "RP"
- Speaker: 1, Sentence: "Who would pay for the maintenance?  Okay, since we are sharing the same employees, we have to share the cleaning service.  ", Category: "SUM"
- Speaker: 1, Sentence: "Okay.  I think Maintenance 4, deluxe cleaning service, equal split of costs.", Category: "OS"
- Speaker: 2, Sentence: "Yes, but, like, your store is more product, more, like, equipment, kitchens, like you need the whole kitchen to bake bakeries.  I don’t need anything.  Like I only need the refrigerators for the ice cream.", Category: "S"
- Speaker: 1, Sentence: "Yeah, but at the same time, you have many customers who will sit in the shop to eat ice cream.", Category: "S"
- Speaker: 2, Sentence: "Yes, but that doesn’t take a lot of energy or something, or, like, costs.", Category: "I"
- Speaker: 1, Sentence: "You don’t, no, maybe.", Category: "RN"
- Speaker: 2, Sentence: "For example, if a table breaks down, it doesn’t cost as much as if the oven stops working.", Category: "I"
- Speaker: 1, Sentence: "It’s about cleaning, I think, just about cleaning.", Category: "I"
- Speaker: 2, Sentence: "Yeah, and as well the table doesn’t need, like, a lot of cleaning.", Category: "I"
- Speaker: 1, Sentence: "But you don’t know, maybe.", Category: "RN"
- Speaker: 2, Sentence: "You have a whole kitchen and, like say it’s schools, whatever you need to clean, but for the ice cream shops we use, like, plastic cups or whatever for the ice cream.  We don’t need that much of cleaning.  So I think the bakery should, like, take the responsibility of, like, most of the responsibility in terms of cleaning.", Category: "S"
- Speaker: 1, Sentence: "You think which maintenance?", Category: "Q"
- Speaker: 2, Sentence: "Maintenance 6.  Because, like, the bakery, they have the oven, the whole kitchen, the plates, spoons, knives, like a lot of things. ", Category: "OS"
- Speaker: 2, Sentence: " But for us, the ice cream shops, we don’t need any plates for the ice cream.  We either use the biscuit or the cone, like plastic, paper.", Category: "I"
- Speaker: 1, Sentence: "Okay, but we can, but baker pays more, okay, so you are right, we have to pay more because we are using more products.  Okay, I think Maintenance 5 is better.  Baker pays more due to miscellaneous products it provides and puts in storage.", Category: "OS"
- Speaker: 2, Sentence: "Okay, let’s just go with.", Category: "OA"
- Speaker: 1, Sentence: "Design.", Category: "PROC"
- Speaker: 2, Sentence: "Okay, so we have an upper level, so I think we need it for the customers to use it as like a sitting area because, like, when you use this area for sitting, we can benefit more.  My customers and your customers can go upstairs, use that area to eat and, like, and do whatever.", Category: "I"
- Speaker: 1, Sentence: "I think, well, I think the up, sorry, up there, because I need more space to store my stuff and so we can, and the customers always, if they are sitting downstairs instead of sitting upstairs.", Category: "I"
- Speaker: 2, Sentence: "No, I don’t think this has to be if it’s downstairs or upstairs.  Like if we have more chairs, then the customer will be willing to come to the stores.  If they see the place is crowded, they won’t want to come to, like, buy from our store.  But if we have an upper area, like if the customers can go upstairs, enjoy, eat whatever they want, like in that way we’re going to benefit more than if we use it as a storage area.", Category: "SUM"
- Speaker: 1, Sentence: "Okay, I have another idea.  If we use the downstairs area for customers and the 50 percent of the upstairs area for the customers, and the other 50 percent to store my stuff because I would have more stuff.", Category: "OS"
- Speaker: 2, Sentence: "Fifty percent is a lot, I think, for, if you’re going to just have, like, you’re going to use a lot of space for nothing. ", Category: "RN"
- Speaker: 2, Sentence: " What do you need the storage for?", Category: "Q"
- Speaker: 1, Sentence: "For the, since my employees would work more in the kitchen, they are doing many steps and cook, so they would need a place to rest, and so that’s why.  The 50 percent for the employees so that’s there, and the other percent to store my stuff.", Category: "I"
- Speaker: 2, Sentence: "Okay, but your staff will have, like, an all day shift?", Category: "Q"
- Speaker: 1, Sentence: "Yeah.", Category: "RP"
- Speaker: 2, Sentence: "Like most shops, they have, like, shifts for the staff, so shifts come in and staff goes out.  So you don’t need a lounge for the staff to rest because, like, each.", Category: "I"
- Speaker: 1, Sentence: "Okay, I have a point.  Since you will use the area downstairs for your customers, it will not hurt if you use the 50 percent of the area upstairs, so it will be the same if we use the upstairs 100 percent for your customers.", Category: "I"
- Speaker: 2, Sentence: "Okay, how about 25 for your storage area and 75 for the customers? ", Category: "OS"
- Speaker: 2, Sentence: " Because if you use, like, 75 of the area, both of us are going to benefit from that space, but if you use it, like, for your, I won’t benefit from the area.  We are sharing the same place, so both of us has to benefit from that place.", Category: "SUM"
- Speaker: 1, Sentence: "But the point is ice cream shop not too many customers will come at the same time.", Category: "I"
- Speaker: 2, Sentence: "No, you can’t, like.", Category: "RN"
- Speaker: 1, Sentence: "Not all the time, you know, not all the time the customers will come to eat ice cream.  There will be times that not many customers will come, for example, in the winter.  So I think.  I don’t know.  ", Category: "I"
- Speaker: 1, Sentence: "What do you think?", Category: "Q"
- Speaker: 2, Sentence: "So you’re saying 50-50?", Category: "Q"
- Speaker: 1, Sentence: "Yeah.", Category: "RP"
- Speaker: 2, Sentence: "Okay, 50-50.  ", Category: "OA"
- Speaker: 2, Sentence: " Okay, for the website, do you think we should go, like, separately for the website or have a joint website?", Category: "PROC"
- Speaker: 1, Sentence: "I think.", Category: "MI"
- Speaker: 2, Sentence: "I think if we used, like, a joint, like together, use our website together, we will get a benefit more. ", Category: "OS"
- Speaker: 2, Sentence: " If my customers want to get in my website they can see, like, a section for your bakery and they might want to come and eat from your bakery and, like, and for your.", Category: "I"
- Speaker: 1, Sentence: "Yeah, I think I agree with you.  It will be better for both of us.", Category: "RP"
- Speaker: 2, Sentence: "To have a joint website?", Category: "Q"
- Speaker: 1, Sentence: "To have a joint website.", Category: "SUM"
- Speaker: 2, Sentence: "Okay.", Category: "OA"
- Speaker: 2, Sentence: "Delivery.", Category: "PROC"
- Speaker: 1, Sentence: "Delivery?  ___.", Category: "Q"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "It’s optional. ", Category: "I"
Transcript: 1005_01_03_023
- Speaker: 2, Sentence: "All right, are you the bakery?", Category: "Q"
- Speaker: 1, Sentence: "Yes.", Category: "RP"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "We started recording?", Category: "Q"
- Speaker: 2, Sentence: "Yes.", Category: "RP"
- Speaker: 1, Sentence: "Okay, cool.", Category: "RP"
- Speaker: 2, Sentence: "Let’s begin.", Category: "PROC"
- Speaker: 1, Sentence: "Yep.", Category: "RP"
- Speaker: 2, Sentence: "All right, so the first one is the staff.", Category: "PROC"
- Speaker: 1, Sentence: "Mm-hmm.", Category: "RP"
- Speaker: 2, Sentence: "So what do you want?  Which one?", Category: "Q"
- Speaker: 1, Sentence: "I would prefer to hire and train my own staff, and therefore, like, you know, I would make the decisions on who would be staffed when, you know, how much they get paid, all that.", Category: "I"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "I would also work on training them individually.  And so because of all that being under my negotiation, or like my discretion.", Category: "I"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "I would pay from my profits.", Category: "I"
- Speaker: 2, Sentence: "Gotcha, all right.", Category: "RP"
- Speaker: 1, Sentence: "What about you?", Category: "Q"
- Speaker: 2, Sentence: "Well, for me it’d be better to, like, just train as a group.", Category: "S"
- Speaker: 1, Sentence: "Okay.", Category: "RP"
- Speaker: 2, Sentence: "And, um, because, like, we’re not as specialized, so it would just be cheaper for the business to, like, train as a group.  But we could.  It could be cheap to train as a group, but then we can distribute, like, according to demand.  So if we need to provide additional training to people, so initially we can train as a group and then distribute according to demand and pay, provide.  I think that’s No. 4.", Category: "OS"
- Speaker: 1, Sentence: "Mm-hmm.", Category: "RP"
- Speaker: 2, Sentence: "Is that?  Are yours the same, right?", Category: "Q"
- Speaker: 1, Sentence: "I think so, but.", Category: "RP"
- Speaker: 2, Sentence: "Okay.  All right, did you want to just, like, run through everything first?", Category: "Q"
- Speaker: 1, Sentence: "Let’s, you want to just do point by point?  I think we should do point by point.", Category: "PROC"
- Speaker: 2, Sentence: "Okay, that’s fine, yeah.", Category: "RP"
- Speaker: 1, Sentence: "Well, my only problem with hiring as a group is that, like you said, yours is very generalized.", Category: "I"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "Like I would imagine an ice cream shop, you have, I mean, other than maybe the people that are actually, like, making the ice cream.", Category: "I"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "For the churning, it’s really just a service job.", Category: "I"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "You have people that are scooping it.", Category: "I"
- Speaker: 2, Sentence: "Mm-hmm.", Category: "RP"
- Speaker: 1, Sentence: "You have people at a cash register and then you have maybe people out on the floor that, like, sweep and clean up.", Category: "S"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "So whereas in a bakery, you’re dealing with, like, a highly specialized skilled job and so I feel like who I’m hiring does require a lot more, well, time in the hiring process, which may not be of interest to you.", Category: "SUM"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "And it wouldn’t.  You know, I, like why would you pay for my?  Like my training.", Category: "Q"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "And hiring will actually cost more, so it would be to your benefit.", Category: "S"
- Speaker: 2, Sentence: "Yeah.  Well, let’s see here.  I still think just because we’re, we’re in the same shop and stuff and we’re still going to be, like, everybody’s going to be, like, working together.", Category: "SUM"
- Speaker: 1, Sentence: "Mm-hmm.", Category: "RP"
- Speaker: 2, Sentence: "So I think Staff 4 might be the best option because it still allows you to provide, like, additional training and stuff, but at the beginning we hire as a group and we’re able to distribute according to demand.  That way we know, like, which, which people will be an asset to which, either one of us initially.", Category: "OS"
- Speaker: 1, Sentence: "Or I think I actually like the compromise of hiring individually, but training jointly, because you’re right, with customer service, we will have some overlap.", Category: "I"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "But in terms of whatever’s behind the counter and the kitchens, there’s going to be, like, huge differences, so.  And also paying individually.", Category: "I"
- Speaker: 2, Sentence: "Gotcha.", Category: "RP"
- Speaker: 1, Sentence: "Because there will be a huge difference in those two back areas.", Category: "I"
- Speaker: 2, Sentence: "All right, so I’m trying to think, because, see because I know the bigger issue for, like I.  The bigger issue for me is, like, the design, you know what I’m saying?", Category: "Q"
- Speaker: 1, Sentence: "Okay.", Category: "RP"
- Speaker: 2, Sentence: "So, like, that’s what I’m trying to think, if we, like, like compromise, and, like, I like go with Staff 5 on, like, this, for this one.", Category: "OS"
- Speaker: 1, Sentence: "Mm-hmm.", Category: "RP"
- Speaker: 2, Sentence: "Because, like, it’s more important for me to get one, these designs because we need, because the most important for me to make profit is to have the largest customer, like largest sitting, like area for customers.", Category: "I"
- Speaker: 1, Sentence: "Right.", Category: "RP"
- Speaker: 2, Sentence: "So do you want to, like, talk about the design next?", Category: "Q"
- Speaker: 1, Sentence: "Yeah, we can talk about that.  But, so then you agree that the customer service staff could be trained jointly?", Category: "Q"
- Speaker: 2, Sentence: "Yeah, it could be that could work then, yeah.", Category: "RP"
- Speaker: 1, Sentence: "And that hiring individually would be to our best interest?", Category: "Q"
- Speaker: 2, Sentence: "Yeah, if yeah, so.", Category: "RP"
- Speaker: 1, Sentence: "So Staff 5?", Category: "Q"
- Speaker: 2, Sentence: "All right, Staff 5’s fine, yeah.  ", Category: "OA"
- Speaker: 1, Sentence: "So design?", Category: "Q"
- Speaker: 2, Sentence: "Yeah, let’s, yeah, because that’s, like, one of the more important ones for me because I know, like, you don’t need as much, like, area for customers.", Category: "SUM"
- Speaker: 1, Sentence: "Mm-hmm.", Category: "RP"
- Speaker: 2, Sentence: "But, like, that’s like where most of my, like, like business comes from.", Category: "I"
- Speaker: 1, Sentence: "Right.", Category: "RP"
- Speaker: 2, Sentence: "And if we don’t have.  And that’s really in the best interest for you because if I don’t have enough area for customers and I’m not able to, like, seat customers, I’m going to have to, like, pull out, I’ll have to close my business, so that could be bad.  But I was looking at having 75 percent of the upper level so that customers of both businesses can sit and eat there, and because.", Category: "OS"
- Speaker: 1, Sentence: "Wait, 75?  I don’t know if I have that as mine.", Category: "Q"
- Speaker: 2, Sentence: "Design, it’s like Design 5.", Category: "I"
- Speaker: 1, Sentence: "Oh, okay, sorry.", Category: "RP"
- Speaker: 2, Sentence: "So like 25 percent for storage, offices and staff, and then the other 75 percent would be so that the customers of both businesses can sit and eat there.  Because I, where was I looking?  Because for storage, in terms of storage, that would be mostly your 25 percent, because I don’t need as much storage up there.  That’s what it says.  But I do need, like, more the customer area, so.", Category: "I"
- Speaker: 1, Sentence: "But you don’t.  Right, a lot of it would be my storage.", Category: "SUM"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "But that’s 75 percent of what I’m not using a lot.  Most people in a bakery walk in, get what they want, walk out.", Category: "S"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "I mean, some would sit.", Category: "S"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "And I feel like also you may have a lot of people that come in and get both things.", Category: "S"
- Speaker: 2, Sentence: "Mm-hmm.  Yeah.", Category: "RP"
- Speaker: 1, Sentence: "So, like I would be interested in using some customer space.", Category: "S"
- Speaker: 2, Sentence: "Oh, yeah.  Oh, yeah.", Category: "RP"
- Speaker: 1, Sentence: "But the only thing is, you also haven’t identified the offices or staff rest.", Category: "I"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "Which I think is important for both of our businesses.", Category: "SUM"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "Because we need our, like the owners will need their offices.", Category: "I"
- Speaker: 2, Sentence: "Oh, yeah.", Category: "RP"
- Speaker: 1, Sentence: "And then assuming we’re hiring all this staff and everything.", Category: "SUM"
- Speaker: 2, Sentence: "Yeah.  Well.", Category: "RP"
- Speaker: 1, Sentence: "So I would say that the.", Category: "MI"
- Speaker: 2, Sentence: "Who, who do think will have more?  I feel like you will have, like, more.  Or what was I going to say?  I’m more, because I’m going to need.  Well, we don’t know what we’re doing yet for cleaning, but it’ll probably be like 50.  So what do you think, like 50-50?", Category: "Q"
- Speaker: 1, Sentence: "Fifty-fifty, because of the 50 that’s storage offices and staff.", Category: "SUM"
- Speaker: 2, Sentence: "You’ll be using a majority.", Category: "I"
- Speaker: 1, Sentence: "I’ll be using maybe half that for storage.", Category: "I"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "But then the 50, 25 percent there is like.", Category: "MI"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "Staff and.", Category: "MI"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "But then 50 would go entirely to your.", Category: "I"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "Customer area.", Category: "I"
- Speaker: 2, Sentence: "Yeah, but it would be.", Category: "RP"
- Speaker: 1, Sentence: "Some of which I use, but.", Category: "I"
- Speaker: 2, Sentence: "Yeah, some of which you use, so I feel like that.", Category: "I"
- Speaker: 1, Sentence: "But primarily your business.", Category: "I"
- Speaker: 2, Sentence: "Yeah.  So Design 4?", Category: "OS"
- Speaker: 1, Sentence: "So Design 4, yeah.", Category: "OA"
- Speaker: 2, Sentence: "All right, that’s what we’ll do.  And then go back up to temperature.  I guess we can just go back in order.", Category: "PROC"
- Speaker: 1, Sentence: "Yeah.  For that one.", Category: "RP"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "I was thinking more of the, well, ideally Temperature 1.", Category: "OS"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "But I think realistically Temperature 2.", Category: "OS"
- Speaker: 2, Sentence: "All right, so which one is that, 73 degrees?", Category: "Q"
- Speaker: 1, Sentence: "Yeah.  ", Category: "RP"
- Speaker: 2, Sentence: "Temperature, okay.", Category: "RP"
- Speaker: 1, Sentence: "Which I know you’re concerned about refrigeration and keeping costs down.", Category: "S"
- Speaker: 2, Sentence: "Yeah, but actually, I’d be actually all right with Temperature 1 if.", Category: "OS"
- Speaker: 1, Sentence: "Oh, okay.  All right, that’s fine.", Category: "RP"
- Speaker: 2, Sentence: "You want to just do Temperature 1?", Category: "Q"
- Speaker: 1, Sentence: "Yeah, because, like, I feel like people don’t want to go into an ice cream shop and then freeze.", Category: "I"
- Speaker: 2, Sentence: "Yeah, no.  Yeah, it’s like oddly kind of like a, it’s like a double edged sword for the temperature one for me.", Category: "S"
- Speaker: 1, Sentence: "Yeah.", Category: "RP"
- Speaker: 2, Sentence: "Because it’s like a high temperature, but then I also want like a low temperature, so it’s like I’d be willing just to do Temperature 1.", Category: "OS"
- Speaker: 1, Sentence: "If there is a way for you to like, yeah, I guess later or something.", Category: "MI"
- Speaker: 2, Sentence: "Yeah, so, all right, so Temperature 1.", Category: "OA"
- Speaker: 1, Sentence: "Cool.", Category: "RP"
- Speaker: 2, Sentence: "And then maintenance?", Category: "Q"
- Speaker: 1, Sentence: "I like the, for me it’s the Maintenance 1 option, which is the basic cleaning service.  But you would pay more because.", Category: "OS"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "Your customers are sloppier.", Category: "S"
- Speaker: 2, Sentence: "Yeah, but then I feel, because, like, the only thing, the only mess I would have is customers, like in the shop.", Category: "I"
- Speaker: 1, Sentence: "True.", Category: "RP"
- Speaker: 2, Sentence: "Like, I mean, you’re, like, making bread and stuff and then, like, you’re like moving the bread around, so.", Category: "S"
- Speaker: 1, Sentence: "Well, can we at least say that we can take out the deluxe cleaning services?", Category: "Q"
- Speaker: 2, Sentence: "Yeah, that sounds good.", Category: "RP"
- Speaker: 1, Sentence: "Because our staff, like, that’s their job.", Category: "I"
- Speaker: 2, Sentence: "Yeah, it’s not going to be.  I think the worst thing that I’ll have is, like, like ice cream spilled on the floor.", Category: "S"
- Speaker: 1, Sentence: "So, like, we can.  Right.", Category: "RP"
- Speaker: 2, Sentence: "So just have the deluxe ones.", Category: "I"
- Speaker: 1, Sentence: "So true, I agree that customers, that stuff.", Category: "RP"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "So what about the basic cleaning service, equal split of costs?", Category: "OS"
- Speaker: 2, Sentence: "Yeah, that sounds good.", Category: "RP"
- Speaker: 1, Sentence: "Maintenance 3?", Category: "Q"
- Speaker: 2, Sentence: "Yeah, Maintenance 3 is fine.  All right.", Category: "OA"
- Speaker: 2, Sentence: "And then you have the website, right?", Category: "Q"
- Speaker: 1, Sentence: "Yeah.  I’m not really all that interested in using your brother’s.", Category: "S"
- Speaker: 2, Sentence: "Gotcha.", Category: "RP"
- Speaker: 1, Sentence: "Only because it’s not as professional and.", Category: "I"
- Speaker: 2, Sentence: "Uh-huh.  Yeah, no, I gotcha.", Category: "RP"
- Speaker: 1, Sentence: "And like.", Category: "MI"
- Speaker: 2, Sentence: "He’s from a top university, though.  He’s a real.  I’m just kidding.", Category: "S"
- Speaker: 1, Sentence: "But.  And it’s like two totally separate clienteles, like, when you’re looking for a bakery, you’re not going to be searching also for an ice cream shop online.", Category: "S"
- Speaker: 2, Sentence: "Yeah.  No, yeah.", Category: "RP"
- Speaker: 1, Sentence: "So I just said that I would identify that.", Category: "I"
- Speaker: 2, Sentence: "I’m supposed to want Website 1, but I think it’s a bad idea, but I just don’t see.", Category: "I"
- Speaker: 1, Sentence: "Yeah, no, I mean, it’s stupid.", Category: "RP"
- Speaker: 2, Sentence: "All right, so yeah, Website 2 is.  I don’t, yeah, I don’t get the point of having.", Category: "OS"
- Speaker: 1, Sentence: "Mm-hmm.", Category: "OA"
- Speaker: 1, Sentence: "And then also we can discuss delivery.", Category: "PROC"
- Speaker: 2, Sentence: "All right, yeah.  Wait, what is, like what is?", Category: "Q"
- Speaker: 1, Sentence: "The only thing, well, I was a little confused with.  It says I pay.  Never mind.", Category: "MI"
- Speaker: 2, Sentence: "That’s all right", Category: "RP"
- Speaker: 1, Sentence: "Well, basically what that is saying is that we would share the prices of deliveries.", Category: "I"
- Speaker: 2, Sentence: "Yeah, because I already have delivery for the ice cream, so.", Category: "I"
- Speaker: 1, Sentence: "Right, so and there will be overlap in ingredients, like cream, eggs, milk, fruit.", Category: "I"
- Speaker: 2, Sentence: "Yeah.  Yeah.", Category: "RP"
- Speaker: 1, Sentence: "So, like, I, I think it’s in both of our interests to share that because that’s one less shipment.", Category: "SUM"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "Possibly.", Category: "RP"
- Speaker: 2, Sentence: "Gotcha.", Category: "RP"
- Speaker: 1, Sentence: "Larger, but less frequent.", Category: "I"
- Speaker: 2, Sentence: "Yeah, so does it tell you how much or any, like does it tell you, like do you already have shipping?", Category: "Q"
- Speaker: 1, Sentence: "Well, it’s weird because it says I do.", Category: "MI"
- Speaker: 2, Sentence: "Uh-huh.", Category: "RP"
- Speaker: 1, Sentence: "Wait.  It says that, like, it depends on how much I’m saving, and that will give me points.", Category: "I"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "But I don’t know how I’m supposed to determine that.  But we can just leave it at, like, we will, like, share delivery service", Category: "SUM"
- Speaker: 2, Sentence: "Yeah.  Okay.  And then, but the thing is we’d have to.  Let me see here.  ", Category: "RP"
- Speaker: 1, Sentence: "Do we have to decide that?", Category: "Q"
- Speaker: 2, Sentence: "Yeah, we have to decide how much you pay because it would cost me, because it would be under my plan.  It would be under my delivery thing.", Category: "SUM"
- Speaker: 1, Sentence: "Okay.", Category: "RP"
- Speaker: 2, Sentence: "And then you would just pay me directly.  Does that make sense?  Does it like?", Category: "Q"
- Speaker: 1, Sentence: "Right.", Category: "RP"
- Speaker: 2, Sentence: "So, like, what about, like, 7,000?  Seven thousand dollars?", Category: "OS"
- Speaker: 1, Sentence: "That works.", Category: "OA"
- Speaker: 2, Sentence: "All right.  Because I don’t know how much, like that’s, it just says, like, how much I already pay, so.", Category: "I"
- Speaker: 1, Sentence: "It says how much I do, too.", Category: "I"
- Speaker: 2, Sentence: "Okay, gotcha.", Category: "RP"
- Speaker: 1, Sentence: "But I don’t know how much, yeah.", Category: "I"
- Speaker: 2, Sentence: "All right.  So seven.", Category: "RP"
- Speaker: 1, Sentence: "So.", Category: "MI"
- Speaker: 2, Sentence: "So shared.  All right, sweet.  ", Category: "RP"
- Speaker: 1, Sentence: "So do we calculate?", Category: "Q"
- Speaker: 2, Sentence: "Yeah, I think so.", Category: "RP"
- Speaker: 1, Sentence: "Our points?", Category: "Q"
- Speaker: 2, Sentence: "Yeah.  Like I, I know I got, I met my points, so.", Category: "PROC"
- Speaker: 1, Sentence: "I think it was kind of easy for us to both meet them.", Category: "PROC"
- Speaker: 2, Sentence: "Yeah.  Yeah, no, yeah.", Category: "RP"
- Speaker: 1, Sentence: "I assume we didn’t completely fail on one side.", Category: "MI"
- Speaker: 2, Sentence: "All right.", Category: "RP"
- Speaker: 1, Sentence: "All right?", Category: "Q"
- Speaker: 2, Sentence: "Sweet, yes.  Do we just go inside, then?", Category: "Q"
- Speaker: 1, Sentence: "Yeah.", Category: "RP"
- Speaker: 2, Sentence: "Sweet.", Category: "RP"
- Speaker: 1, Sentence: "I think we’re done, right?", Category: "Q"
- Speaker: 2, Sentence: "Yeah.  Sweet.", Category: "RP"
- Speaker: 1, Sentence: "Yeah.  Stop.", Category: "RP"
Transcript: 1002_01_01_020
- Speaker: 1, Sentence: "So you own an ice cream shop?", Category: "Q"
- Speaker: 2, Sentence: "I do.  You’re the baker?", Category: "Q"
- Speaker: 1, Sentence: "I’m the baker.", Category: "I"
- Speaker: 2, Sentence: "Okay.  So we are discussing sharing a space for our businesses.", Category: "PROC"
- Speaker: 1, Sentence: "Right.  I guess we should start discussing by one of these things.", Category: "PROC"
- Speaker: 2, Sentence: "Mm-hmm.", Category: "RP"
- Speaker: 1, Sentence: "Which do you want to talk about first?", Category: "Q"
- Speaker: 2, Sentence: "We can just go in order, the staff first, if that’s okay.", Category: "PROC"
- Speaker: 1, Sentence: "Okay, staff.  What are your priorities in terms of staff, or what are your thoughts?", Category: "Q"
- Speaker: 2, Sentence: "My staff is, I don’t, they don’t really require any specialized skills, other than good customer service, which is my top priority, so I would be willing to hire and train as a group.", Category: "OS"
- Speaker: 1, Sentence: "Okay.  I guess I obviously have a problem with that because mine offer very personalized service.", Category: "I"
- Speaker: 2, Sentence: "Mm-hmm.", Category: "RP"
- Speaker: 1, Sentence: "And I want to maintain my reputation, so I’d like to hire individually.  I’m sure we can find a happy medium somewhere.  ", Category: "OS"
- Speaker: 2, Sentence: "Would you consider hiring as a group, but distributing according to demand for service and providing additional individual training as required?", Category: "Q"
- Speaker: 1, Sentence: "That would be great.", Category: "RP"
- Speaker: 2, Sentence: "All right.", Category: "RP"
- Speaker: 1, Sentence: "I would be okay with that.", Category: "RP"
- Speaker: 2, Sentence: "Okay, I think that would be a good compromise.", Category: "RP"
- Speaker: 1, Sentence: "Okay, temperature.", Category: "PROC"
- Speaker: 2, Sentence: "All right, what do you think about temperature?", Category: "Q"
- Speaker: 1, Sentence: "My ideal temperature is 75 degrees because if it’s too low, I will have a problem successfully baking my bread and pastries.", Category: "I"
- Speaker: 2, Sentence: "Oh.", Category: "RP"
- Speaker: 1, Sentence: "Yeah.", Category: "RP"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "But obviously you want it cold, so.", Category: "S"
- Speaker: 2, Sentence: "Well, I would not like it too low because then my customers will not want to sit around and eat large ice cream dishes, so, but I am a little worried about.  One minute here.  Okay, I’m okay with the high temperature as well.  I think that would be best for my customers.", Category: "I"
- Speaker: 1, Sentence: "Really? ", Category: "Q"
- Speaker: 2, Sentence: "Yes.", Category: "RP"
- Speaker: 1, Sentence: "So you’re okay with 75 degrees?", Category: "OS"
- Speaker: 2, Sentence: "Yep.", Category: "OA"
- Speaker: 1, Sentence: "Okay.", Category: "RP"
- Speaker: 2, Sentence: "I didn’t think you would be okay with that.", Category: "MI"
- Speaker: 1, Sentence: "That’s very odd.  ", Category: "MI"
- Speaker: 2, Sentence: "Okay, maintenance.  This one’s a little complicated.", Category: "PROC"
- Speaker: 1, Sentence: "Right.  I like basic cleaning services.", Category: "OS"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "I don’t need anybody to clean my kitchen because I already meet the government health requirements.  And I’m not as messy as you are, as your customers will be, so I think we might have a problem there.  But whatever your preference is.", Category: "I"
- Speaker: 2, Sentence: "Yeah, well, I think a deluxe cleaning service would be nice, but I think that would be easier for, I would like to make sure that my customer seating area is always very clean, that’s.  And then obviously that we maintain our government health standards.", Category: "I"
- Speaker: 1, Sentence: "Mm-hmm.", Category: "RP"
- Speaker: 2, Sentence: "Let’s see here.", Category: "MI"
- Speaker: 1, Sentence: "How do you feel about splitting costs or having to pay more?  Because since your customers, since you want the deluxe service to clean up after your customers, I kind of feel like perhaps you should pay more.  What do you think?", Category: "S"
- Speaker: 2, Sentence: "What would you think about using just the basic cleaning service but splitting the cost?", Category: "OS"
- Speaker: 1, Sentence: "That would be okay with me.", Category: "RP"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "That would be fine.", Category: "OA"
- Speaker: 2, Sentence: "All right.", Category: "RP"
- Speaker: 1, Sentence: "Design.", Category: "PROC"
- Speaker: 1, Sentence: "What are you thinking in terms of design?", Category: "Q"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "Do you want it for seating?", Category: "Q"
- Speaker: 2, Sentence: "I would, I think that putting at least some seating up on the second floor, or yeah, it’s, yeah, would be beneficial to both of our customers, but more so mine because mine are more the ones that are going to stay and eat there.", Category: "SUM"
- Speaker: 1, Sentence: "Right.", Category: "RP"
- Speaker: 2, Sentence: "More often than a bakery.  So I would be willing to compromise, since I know you have a lot of need for storage.", Category: "I"
- Speaker: 1, Sentence: "What do you think about using just 25 percent for customers and then doing 50 for storage and 25 for office and staff, Design 3?", Category: "OS"
- Speaker: 2, Sentence: "Let’s see.  Let me just go over my other choices really quickly.", Category: "PROC"
- Speaker: 1, Sentence: "Okay.  ", Category: "RP"
- Speaker: 2, Sentence: "I think that would be fair.  I think you have a high need for storage, and 25 percent is better than none, I suppose.  And we already have seating downstairs also, so.", Category: "OA"
- Speaker: 1, Sentence: "Okay.  Website.", Category: "PROC"
- Speaker: 2, Sentence: "Okay, so my brother designs websites, and he’s able to make us a joint website for 70 percent of market price, so it would be a good deal for both of us.  And I think it would be nice to have both of our stores on the same website so people know that we are together, I guess.", Category: "S"
- Speaker: 1, Sentence: "I disagree.  I, hold on.  At the moment I think we should worry about getting them up and running separately, maybe to kind of distinguish ourselves from each other.  And, I mean, I’m sure your brother would be willing to do it for you at probably an even cheaper price than he would for the both of us.  I don’t know.  We can only go one of two ways, so.", Category: "S"
- Speaker: 2, Sentence: "Yeah.  So you don’t think it would be a good idea for our customers, like, say, they’re looking up their ice cream places in town and then they see that there’s a bakery there, too, and then you might get more business?", Category: "Q"
- Speaker: 1, Sentence: "I know.  That makes sense to me.  I am not entirely sure.", Category: "RP"
- Speaker: 2, Sentence: "Hm.", Category: "MI"
- Speaker: 1, Sentence: "We, hm.  Double edged sword either way.", Category: "MI"
- Speaker: 2, Sentence: "Yeah.  ", Category: "RP"
- Speaker: 1, Sentence: "What would you like to do?", Category: "Q"
- Speaker: 1, Sentence: "Because I would like to have mine separate.  You would like to have it with your brother.", Category: "SUM"
- Speaker: 1, Sentence: "Maybe we should discuss delivery.", Category: "PROC"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "And then go back.", Category: "PROC"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "So you obviously pay a certain amount for cold delivery each year.", Category: "I"
- Speaker: 2, Sentence: "Mm-hmm.", Category: "RP"
- Speaker: 1, Sentence: "And I do as well.  But if we go in on this together, we might be able to save some money.", Category: "SUM"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "Um.", Category: "MI"
- Speaker: 2, Sentence: "Um.  So, I’m sorry.  Okay, so would you be, would you consider adding your cold delivery items onto my, or like my delivery contract?  ", Category: "Q"
- Speaker: 1, Sentence: "Yeah, definitely.  But I guess we’ll just have to, like, talk about a price.", Category: "RP"
- Speaker: 1, Sentence: "How, how much do you pay for cold delivery right now?", Category: "Q"
- Speaker: 2, Sentence: "I don’t know how much I pay right now, but.", Category: "I"
- Speaker: 1, Sentence: "Oh, per year?", Category: "Q"
- Speaker: 2, Sentence: "Your adding your cold delivery items to my contract would be an additional 5,000 per year.", Category: "I"
- Speaker: 1, Sentence: "Okay.  So could I just pay you 5,000 each year and add it on?  ", Category: "Q"
- Speaker: 2, Sentence: "Mm.", Category: "MI"
- Speaker: 1, Sentence: "Would that be okay?", Category: "Q"
- Speaker: 2, Sentence: "I suppose that would be the fairest thing to do.", Category: "S"
- Speaker: 1, Sentence: "Okay, how about I’ll pay the 5,000 and then you can have the joint website?", Category: "OM"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "Would that be a?", Category: "Q"
- Speaker: 2, Sentence: "That sounds like a deal.  Okay.", Category: "OA"
- Speaker: 2, Sentence: "So should we turn the recording off?", Category: "PROC"
- Speaker: 1, Sentence: "Yeah.", Category: "RP"
Transcript: 1_33_1_123
- Speaker: 2, Sentence: "All right.  Okay, so Mr. Patrick.", Category: "MI"
- Speaker: 1, Sentence: "No, Mr. Ice Cream Man.", Category: "MI"
- Speaker: 2, Sentence: "Mr. Bakery.", Category: "MI"
- Speaker: 1, Sentence: "Just call me Baker Man.", Category: "MI"
- Speaker: 2, Sentence: "I’m going to be Bakery Man.  That sounds more.  ", Category: "MI"
- Speaker: 1, Sentence: "Okay, so Mr. Ice Cream Man.", Category: "MI"
- Speaker: 2, Sentence: "Yep.", Category: "RP"
- Speaker: 1, Sentence: "Now that we’ve decided to negotiate whether we’re going to move together or not.", Category: "PROC"
- Speaker: 2, Sentence: "Yes?", Category: "Q"
- Speaker: 1, Sentence: "We should talk about.", Category: "MI"
- Speaker: 2, Sentence: "The staffing issues.", Category: "PROC"
- Speaker: 1, Sentence: "Yeah, let’s do that.", Category: "RP"
- Speaker: 2, Sentence: "Yes, let’s do it.", Category: "RP"
- Speaker: 1, Sentence: "Personally, I think we should really go for the option of hiring and training individually.  I really should make all the decisions because I am more experienced in human resources, and.", Category: "I"
- Speaker: 2, Sentence: "But I have a degree in human resources.", Category: "I"
- Speaker: 1, Sentence: "And we are in.", Category: "I"
- Speaker: 2, Sentence: "I have a.", Category: "MI"
- Speaker: 1, Sentence: "And we pay from individual profits.  That means you participate in a part from your profits, and I will pay a part of it from my own profits.  How about that?", Category: "Q"
- Speaker: 2, Sentence: "No, I don’t think so.  I guess, like, we should combine our resources and go for the better good.  So, like, so if we pool our resources, that will be better for both of us because, you know, see, for example, like I have 80 riyals and you have 80 riyals, right, and then you pool them and get, like, 160, and then, like, put that 160 total on your staff.", Category: "SUM"
- Speaker: 1, Sentence: "No, no, no.", Category: "RN"
- Speaker: 2, Sentence: "That will be better than just putting 80 and 80 on each of your staff.  I guess that is a better way.", Category: "S"
- Speaker: 1, Sentence: "Okay, so what I’m hearing is that.  Do you actually want to have personal influence in the decision or are you fine with me managing the employees?", Category: "Q"
- Speaker: 2, Sentence: "What?", Category: "Q"
- Speaker: 1, Sentence: "Do you want to have a say in training the employees, or are you fine if I, if I make staff decisions, in general?", Category: "Q"
- Speaker: 2, Sentence: "Yeah, you go ahead with making.  No, wait a second.", Category: "RN"
- Speaker: 1, Sentence: "Yes, you can.  It’s okay.", Category: "RP"
- Speaker: 2, Sentence: "No, wait a minute.  Wait a minute.", Category: "PROC"
- Speaker: 1, Sentence: "All right, no, it’s too late now.  It’s too late now.", Category: "PROC"
- Speaker: 2, Sentence: "No, it’s not too late.  When I said yes.", Category: "RN"
- Speaker: 1, Sentence: "It’s too late.  You just conceded the god damn point.", Category: "S"
- Speaker: 2, Sentence: "No, I said yes, let’s think about it.", Category: "PROC"
- Speaker: 1, Sentence: "No, no.  I’m going to offer you something in.", Category: "I"
- Speaker: 2, Sentence: "So listen.  Why don’t we.", Category: "PROC"
- Speaker: 1, Sentence: "I’m going to concede a point, right?  Because I really think that I ought to be in charge of most of the decisions.  But I will give you some power.  So here’s what I’m willing to do.", Category: "I"
- Speaker: 2, Sentence: "Excuse me.", Category: "MI"
- Speaker: 1, Sentence: "No, no, no.  Wait, wait, wait, wait, wait.  Wait, wait.  I’m going to make you an offer here, all right?", Category: "Q"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "Just let me speak.  So we hire individually.  It means you hire your staff, I hire mine, okay?", Category: "Q"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "Then we use, the staff we use together, the customer service staff, we hire and train those together, okay?  Which means you also have a say in training those, the staff that is relevant to you.  All other decisions regarding the staff I will make, and we pay from the staff, each from our individual profits.", Category: "SUM"
- Speaker: 2, Sentence: "So why don’t we hire as a group?  Hiring as a group is more beneficial, right?", Category: "Q"
- Speaker: 1, Sentence: "No, no, no, it’s not.", Category: "RN"
- Speaker: 2, Sentence: "Yeah, it is.  It is beneficial.", Category: "RP"
- Speaker: 1, Sentence: "No, it’s not.", Category: "RN"
- Speaker: 2, Sentence: "It is beneficial.", Category: "I"
- Speaker: 1, Sentence: "Explain why.", Category: "I"
- Speaker: 2, Sentence: "Explain why.  So, for example, if you.  See, again, combining the resources is a very beneficial point.", Category: "SUM"
- Speaker: 1, Sentence: "This isn’t about combining the resources.", Category: "I"
- Speaker: 2, Sentence: "It is.  It is, it is.  So if we hire, if we.", Category: "I"
- Speaker: 1, Sentence: "No, no, no.  Listen, listen.  ", Category: "PROC"
- Speaker: 2, Sentence: "Okay, if we train as a group.", Category: "MI"
- Speaker: 1, Sentence: "We’re combining our resources even if we’re training, even if we hire individually, right?", Category: "Q"
- Speaker: 2, Sentence: "Individually, yeah.", Category: "RP"
- Speaker: 1, Sentence: "Because we’re using those customers which we can actually use together.", Category: "I"
- Speaker: 2, Sentence: "Not customers.", Category: "I"
- Speaker: 1, Sentence: "No, we’re using those.", Category: "I"
- Speaker: 2, Sentence: "Employees.", Category: "MI"
- Speaker: 1, Sentence: "Yeah, my bad.  We’re using the staff that we can actually use together, namely the customer service staff together.  We’re hiring those together, okay?  But why should I have, why should you have a say in who I take in order to help me with baking?  Why should I have a say in choosing who helps you with ice cream?  I have no idea about ice cream, you have no idea how I make my delicious bread, which is why I think we should only have a joint say in the staff that actually has joint responsibility for our enterprises.", Category: "SUM"
- Speaker: 2, Sentence: "No, but see, for example, I don’t need that much staff, right?  So if we, if you hire for me, and we hire it together, that will be better.  So let’s go to a conclusion hire and train together.  That’s the final thing I am going to negotiate on.", Category: "S"
- Speaker: 1, Sentence: "Why do you think we should hire and train together?", Category: "Q"
- Speaker: 2, Sentence: "It’s beneficial for both of us.", Category: "SUM"
- Speaker: 1, Sentence: "Why?", Category: "Q"
- Speaker: 2, Sentence: "So again.", Category: "MI"
- Speaker: 1, Sentence: "But if we hire individually, we can analyze every single applicant individually, and therefore make a better decision on who to take or not.", Category: "I"
- Speaker: 2, Sentence: "No.  So you can hire as a group and then separate them and then you can, like, pay them and analyze them individually.  That’s the point.  Well, why don’t you hire as a group?  It’s the same thing.", Category: "OS"
- Speaker: 1, Sentence: "No, it’s not the same thing.", Category: "RN"
- Speaker: 2, Sentence: "You’re talking about analyzing them as individuals, right?  Why don’t you hire them as a group and then analyze them individually?  That’s the same thing.", Category: "Q"
- Speaker: 1, Sentence: "Oh, hire them and then analyze them?  That’s stupid.", Category: "S"
- Speaker: 2, Sentence: "No, hire, like go out, like head hunt people who are good at both.", Category: "I"
- Speaker: 1, Sentence: "Dude, we’re an ice cream shop and a bakery.  ", Category: "I"
- Speaker: 2, Sentence: "And a bakery.", Category: "I"
- Speaker: 1, Sentence: "We don’t head hunt.", Category: "I"
- Speaker: 2, Sentence: "We can head hunt.  A good bakery, like bakery something.", Category: "I"
- Speaker: 1, Sentence: "Fail.  Fail.  You just showed how much you know about human resources.", Category: "S"
- Speaker: 2, Sentence: "I know.", Category: "RP"
- Speaker: 1, Sentence: "Which really, which really means I should be in charge of stuff.", Category: "I"
- Speaker: 2, Sentence: "I’m not going to agree on you, with you.", Category: "I"
- Speaker: 1, Sentence: "All right, okay.  Here’s my final compromise, okay?", Category: "Q"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "We hire as a group, okay, because you really seem intent on that, and then we distribute according to the amount of service, all right?", Category: "OS"
- Speaker: 2, Sentence: "And pay according to need.", Category: "I"
- Speaker: 1, Sentence: "Then we, then.  Pardon?", Category: "Q"
- Speaker: 2, Sentence: "And pay according to use.", Category: "I"
- Speaker: 1, Sentence: "Exactly.  So basically it depends on who actually needs the employees, all right?", Category: "Q"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "So that’s how we’re going to do it.", Category: "SUM"
- Speaker: 2, Sentence: "Okay.", Category: "RP"
- Speaker: 1, Sentence: "We agree on that?", Category: "Q"
- Speaker: 2, Sentence: "Yep.", Category: "OA"
- Speaker: 1, Sentence: "All right.  ", Category: "RP"
- Speaker: 2, Sentence: "Stop looking at my paper.", Category: "MI"
- Speaker: 1, Sentence: "I got more than you.", Category: "PROC"
- Speaker: 2, Sentence: "How much is 75 degrees Fahrenheit?  I don’t know.", Category: "Q"
- Speaker: 1, Sentence: "It doesn’t matter.", Category: "I"
- Speaker: 2, Sentence: "It does matter, man, how cold or how warm it is.", Category: "I"
- Speaker: 1, Sentence: "It’s warmer than 73.  That’s all you have to know.", Category: "I"
- Speaker: 2, Sentence: "What?  Shut up.  It’s you.  Since you.", Category: "S"
- Speaker: 1, Sentence: "By the way, it’s like times five divided by nine minus 32 or something.", Category: "MI"
- Speaker: 2, Sentence: "Yeah, they can calculate and tell us.  ", Category: "MI"
- Speaker: 1, Sentence: "Okay, so obviously with an ice cream shop and a bakery, there’s going to be some disagreement as to what temperature we’re going to have.  Well, obviously, in order to successfully bake all of my products, I’m going to need a certain temperature, and I’d really appreciate it if that were around 80 degrees Fahrenheit, if possible.", Category: "I"
- Speaker: 2, Sentence: "80 degrees?", Category: "Q"
- Speaker: 1, Sentence: "Well, yeah.", Category: "RP"
- Speaker: 2, Sentence: "I’m telling you, in ice cream, it will melt.", Category: "I"
- Speaker: 1, Sentence: "Well, yeah, but you have refrigerators.", Category: "I"
- Speaker: 2, Sentence: "No, they won’t, they will stop, like see, heat from the bakery, heat from the refrigerators.", Category: "I"
- Speaker: 1, Sentence: "Yeah.", Category: "RP"
- Speaker: 2, Sentence: "Like combined.", Category: "I"
- Speaker: 1, Sentence: "Heat from the refrigerators, yeah.", Category: "I"
- Speaker: 2, Sentence: "Like the cooling system, right?", Category: "Q"
- Speaker: 1, Sentence: "Yeah, yeah, yeah.  I know produces heat.", Category: "RP"
- Speaker: 2, Sentence: "Right.  You know, right?  So it’s not a good environment.  Like you’re eating cold stuff in a very hot environment.", Category: "S"
- Speaker: 1, Sentence: "Yes.  ", Category: "RP"
- Speaker: 2, Sentence: "No, it should be, it should be cozy, man.", Category: "I"
- Speaker: 1, Sentence: "But see, here’s why it should.", Category: "MI"
- Speaker: 2, Sentence: "So, listen, listen, listen.  When you go eat stuff, so it should be like cozy and comfortable, not like baking hot.  So and you’re.", Category: "S"
- Speaker: 1, Sentence: "75 degrees Fahrenheit isn’t baking hot.", Category: "I"
- Speaker: 2, Sentence: "I’d go for 75.", Category: "OS"
- Speaker: 1, Sentence: "You want to agree on 75?", Category: "Q"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "Okay.  Let’s agree on 75.  Oh, that can’t be right.  I’ll close this.", Category: "OA"
- Speaker: 1, Sentence: "Is this actually right that we, you know, that we both prefer the same option?  Okay, never mind.  Okay, so it’s already recording?", Category: "Q"
- Speaker: [Female], Sentence: "Yes.", Category: "MI"
- Speaker: 1, Sentence: "But our old recordings are on there?", Category: "PROC"
- Speaker: [Female], Sentence: "Sorry?", Category: "MI"
- Speaker: 2, Sentence: "The old recordings are on there?", Category: "Q"
- Speaker: 1, Sentence: "The first recordings are on there?", Category: "Q"
- Speaker: [Female], Sentence: "Yes.", Category: "MI"
- Speaker: 1, Sentence: "All right.  All right, so let’s talk maintenance.", Category: "PROC"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "I really didn’t think that we need a very intense cleaning service because I think we should just do the basics, you know, maybe keep the selling area clean, etc.  I mean, sure, hygienic standards, etc., etc., but no more than is necessary.  I also think that, well, you know, because the bakery is actually a pretty clean business, and your ice cream business is actually pretty messy, especially with customers who drip all over the place, I think you should pay a slightly larger share.  Are you fine with that?", Category: "Q"
- Speaker: 2, Sentence: "So I guess, like, you should clean more.", Category: "I"
- Speaker: 1, Sentence: "Why?", Category: "Q"
- Speaker: 2, Sentence: "So it’s a baking shop, right?  You know, bakery stuff, it’s not a clean game.  It also includes, like, messing around, you know, the dough, the drip off plate.", Category: "I"
- Speaker: 1, Sentence: "Yeah, the thing is, though.", Category: "RP"
- Speaker: 2, Sentence: "So if, if.", Category: "MI"
- Speaker: 1, Sentence: "The difference between, the difference between your ice cream and the dough is you can just sweep up the dough and it is completely clean and hygienic.  The problem with the ice cream is that it’s sticky, etc.", Category: "SUM"
- Speaker: 2, Sentence: "That also is a thing you mop it away it’s clear, so.", Category: "S"
- Speaker: 1, Sentence: "It’s not as easy.", Category: "MI"
- Speaker: 2, Sentence: "So I guess the baker should be the one who should be, who should be, like, paying more.", Category: "I"
- Speaker: 1, Sentence: "Why?  I just told you that yours is more messy and more.", Category: "I"
- Speaker: 2, Sentence: "No, it’s not.", Category: "RN"
- Speaker: 1, Sentence: "You really want to claim the bakery is more messy than the ice cream?", Category: "Q"
- Speaker: 2, Sentence: "Yes, I think so, man.", Category: "RP"
- Speaker: 1, Sentence: "Oh, come on, be reasonable.", Category: "S"
- Speaker: 2, Sentence: "I guess so.  I don’t know.", Category: "RP"
- Speaker: 1, Sentence: "You guess so.  You don’t know so.", Category: "S"
- Speaker: 2, Sentence: "You know what?  The bakery.", Category: "Q"
- Speaker: 1, Sentence: "Because look at the customers.  What do my customers do?  They get.", Category: "Q"
- Speaker: 2, Sentence: "They come in.", Category: "MI"
- Speaker: 1, Sentence: "Yeah, exactly.  They come in, they buy their bread, they go home.", Category: "S"
- Speaker: 2, Sentence: "They might eat over there.  They might drop a.", Category: "S"
- Speaker: 1, Sentence: "Okay, let’s assume they eat.  Actually, a lot of my customers actually do eat at the bakery, but the ones that do, okay, they eat their bread.  Not a lot happens.  Maybe one or two crumbs, that is all.", Category: "S"
- Speaker: 2, Sentence: "Bread crumbs, man.  Yeah, but like.", Category: "MI"
- Speaker: 1, Sentence: "What happens to yours?  Like people dripping their ice cream all over the place.", Category: "S"
- Speaker: 2, Sentence: "They’re not always, like, dripping, man.", Category: "S"
- Speaker: 1, Sentence: "Taking towels and then dropping them and taking the paper towels for the gooey ice cream.  It’s disgusting.", Category: "S"
- Speaker: 2, Sentence: "No, I don’t think so.  See, so the thing is, like with ice cream, like people are more generally careful of not dropping it.  So, like, they have the container close, right?  So what the thing is, the thing is, like,.", Category: "S"
- Speaker: 1, Sentence: "Okay, first of all, let’s agree on this.  Do you think we need a very intense cleaning service or do you think we would be fine with a basic cleaning service?", Category: "Q"
- Speaker: 2, Sentence: "I guess we’ll be fine with a basic one.  Intense is not that necessary because.", Category: "I"
- Speaker: 1, Sentence: "Okay, how about this?  We split the cost equally and we take the basic cleaning service.  Can we agree on that?", Category: "OS"
- Speaker: 2, Sentence: "No.", Category: "OR"
- Speaker: 1, Sentence: "Yes.", Category: "RP"
- Speaker: 2, Sentence: "No.", Category: "RN"
- Speaker: 1, Sentence: "Yes, we can.", Category: "RP"
- Speaker: 2, Sentence: "No.", Category: "RN"
- Speaker: 1, Sentence: "It’s okay.", Category: "RP"
- Speaker: 2, Sentence: "No.  We split the costs?", Category: "Q"
- Speaker: 1, Sentence: "Yeah.  We split the costs equally and we do the basic cleaning service.", Category: "OS"
- Speaker: 2, Sentence: "Okay, sure.", Category: "OA"
- Speaker: 1, Sentence: "So let’s talk about the design options we have.  We’ve got a lot of space on the upper level, right?  And we’ve got a couple of options of what we could do with it.  Well, seeing as I specifically, actually, need quite a lot of space for storage for stuff like flour, etc., we have a rather intense need for storage, so I think we should actually dedicate all of the upper level area for storage.", Category: "OS"
- Speaker: 2, Sentence: "But what I think is that, like, my customers.", Category: "MI"
- Speaker: 1, Sentence: "Yeah.", Category: "RP"
- Speaker: 2, Sentence: "My customers are, like, more, want to have a cozy feeling.  So, you know, like upper area.", Category: "I"
- Speaker: 1, Sentence: "Yeah, look, we’re talking about the upper area level where people wouldn’t generally go, right?", Category: "Q"
- Speaker: 2, Sentence: "They go.  I know, I know.  I have seen ice cream stores.  Like see, before coming to you, I was going all over the place, so I was looking for places where I can, like.", Category: "I"
- Speaker: 1, Sentence: "So why didn’t they take you?", Category: "Q"
- Speaker: 2, Sentence: "Just forget about it.  The cost was too high.  Anyway, so I have seen, like, they have a very nice, like, it gives you, like, a very good feeling, like you’re in an ice cream parlor.  It gives you, like, for example, couples, man.  If they want to sit together, like have, like they don’t want to, like,.", Category: "I"
- Speaker: 1, Sentence: "Yeah, which is why they can sit together in our customer area.", Category: "I"
- Speaker: 2, Sentence: "No.  Listen, listen, customer area.", Category: "PROC"
- Speaker: 1, Sentence: "We don’t need to dedicate more space on the upper level area.", Category: "I"
- Speaker: 2, Sentence: "We can dedicate, dedicating more space means more customers for both of us.", Category: "I"
- Speaker: 1, Sentence: "Listen, listen.", Category: "PROC"
- Speaker: 2, Sentence: "For example, they come, for example, they come for ice cream, right?", Category: "Q"
- Speaker: 1, Sentence: "Okay.", Category: "RP"
- Speaker: 2, Sentence: "And then they just remember, like, they need bread.", Category: "I"
- Speaker: 1, Sentence: "Okay, okay, look, all right, all right.", Category: "RP"
- Speaker: 2, Sentence: "For the, for.", Category: "MI"
- Speaker: 1, Sentence: "I know where you’re coming from.  But listen.", Category: "PROC"
- Speaker: 2, Sentence: "Where did I come from?", Category: "Q"
- Speaker: 1, Sentence: "From Pakistan.", Category: "MI"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "Okay.  For real, okay, well, you know we both need storage space, okay?", Category: "Q"
- Speaker: 2, Sentence: "Yeah.", Category: "RP"
- Speaker: 1, Sentence: "So we definitely need to dedicate a certain part of the upper level area to storage space.  I’m not talking about how large that area is.  We definitely need to dedicate some area.  Do you agree?", Category: "Q"
- Speaker: 2, Sentence: "Just like some, some area.", Category: "I"
- Speaker: 1, Sentence: "Okay, you agree, okay.", Category: "RP"
- Speaker: 2, Sentence: "A very, very small area.", Category: "I"
- Speaker: 1, Sentence: "Okay, okay, okay.", Category: "RP"
- Speaker: 2, Sentence: "Very small, like.", Category: "I"
- Speaker: 1, Sentence: "Okay, now stop, stop, all right.  Now if we dedicate some area to using that area for storage, it is absolutely unattractive for things like customers, all right?", Category: "Q"
- Speaker: 2, Sentence: "No, we can.", Category: "RN"
- Speaker: 1, Sentence: "So it’s either/or.  It’s either the customers or it’s the storage space.  We can’t have, we can’t have flour lying around and then expect.", Category: "S"
- Speaker: 2, Sentence: "So.", Category: "MI"
- Speaker: 1, Sentence: "Customers to sit down next to it.", Category: "S"
- Speaker: 2, Sentence: "No, listen.  So it doesn’t mean, like, we’re going to, like, put the storage space open, right?  It’ll be closed, right?  So we’ll give another access.  We’ll give another access to the storage space and another access for the customer area, right?  So we can have, like, a small storage space and more, and that way most of the area, like, for customers.  You have, like, a more elegant space.  Like the upper lounge will be more elegant.", Category: "S"
- Speaker: 1, Sentence: "Okay.", Category: "RP"
- Speaker: 2, Sentence: "And, like, the small area for storage.  Okay, I need ice cream space.", Category: "S"
- Speaker: 1, Sentence: "Okay.  All right, all right.  Yeah, okay.", Category: "RP"
- Speaker: 2, Sentence: "So we store something, right?", Category: "Q"
- Speaker: 1, Sentence: "Okay, all right, listen.  But I can actually agree that we also need a certain area for the staff and the actual office, especially now that we’re together.", Category: "SUM"
- Speaker: 2, Sentence: "I don’t think so that we need staff area to sit.  Like see.", Category: "I"
- Speaker: 1, Sentence: "Even our offices, where are they going to be?  We need that space.  So this is what I would propose to you.  Now, take 50 percent of the upper level area for storage space, take 25 percent for office and staff, and then we can use the other 25 percent to, you know, renovate it attractively and have our customers sit there and eat.", Category: "OS"
- Speaker: 2, Sentence: "No, listen.  So, for example, you’re talking about office space, right?", Category: "Q"
- Speaker: 1, Sentence: "Yes.", Category: "RP"
- Speaker: 2, Sentence: "So what we can do is, like, very small area we can dedicate to both storage and the office space, because we don’t need much office area, right?", Category: "Q"
- Speaker: 1, Sentence: "How much?", Category: "Q"
- Speaker: 2, Sentence: "I guess 25 percent will be enough.  25 and the rest, so we can have, like, you know, like for some reason we can renovate it.", Category: "I"
- Speaker: 1, Sentence: "Okay.", Category: "RP"
- Speaker: 2, Sentence: "Like in one corner.  Listen, listen, listen to me.  In one corner we can have it, like a reception table and in which there will be, like, office stuff and all that, like, office things.  So what we can do is like renovate 75 percent of the area and 25 only for storage space.  And, for example, if you want to store some files you can put them in the storage room.", Category: "S"
- Speaker: 1, Sentence: "Okay, how about we meet somewhere in the middle and do it this way?", Category: "Q"
- Speaker: 2, Sentence: "No.", Category: "RN"
- Speaker: 1, Sentence: "We take.  Listen, listen, listen.", Category: "PROC"
- Speaker: 2, Sentence: "No on this one.  Not on this one.  Not on this one.", Category: "RN"
- Speaker: 1, Sentence: "Listen.  How about we use 50 percent of the entire upper level area for storage, offices, the staff and the rest, and then dedicate 50 percent, the other 50 percent, to the customers which you insist on, so we can have both of our businesses in there and sit and eat?", Category: "OS"
- Speaker: 2, Sentence: "You know, I guess, like, 25, 75 will be good option.  See, see, for example.", Category: "OS"
- Speaker: 1, Sentence: "50-50 is the only thing I can do.", Category: "OS"
- Speaker: 2, Sentence: "You have this space, right?  So 25 of this, just take this, man.  This much space, okay, you can have a counter over here.  I’m just explaining a square thing, divide it into same 75 and 25 percent.", Category: "S"
- Speaker: 1, Sentence: "Yeah.", Category: "RP"
- Speaker: 2, Sentence: "So and we can have a counter over here and we can, like, keep our stuff over here, and this whole space will be here anyway, so it’s a pretty good option.  I guess you should, I guess you should, we should go for.  Hey, hey, hey.  I guess we should go for.", Category: "S"
- Speaker: 1, Sentence: "Okay.", Category: "RP"
- Speaker: 2, Sentence: "Yes, yes.  Just say yes.", Category: "RP"
- Speaker: 1, Sentence: "Okay.", Category: "RP"
- Speaker: 2, Sentence: "Just say yes.", Category: "RP"
- Speaker: 1, Sentence: "I’ll give this one to you.  Very bad choice.  ", Category: "OA"
- Speaker: 2, Sentence: "So practical, man.  ", Category: "MI"
- Speaker: 1, Sentence: "Okay.", Category: "RP"
- Speaker: 2, Sentence: "The same situation, man.", Category: "MI"
- Speaker: 1, Sentence: "All right.  So we should also talk about the website we have.", Category: "PROC"
- Speaker: 2, Sentence: "The website, yeah.", Category: "SUM"
- Speaker: 1, Sentence: "Now.", Category: "MI"
- Speaker: 2, Sentence: "So.", Category: "MI"
- Speaker: 1, Sentence: "The thing is, I really don’t think that our businesses work, they work together great in an environment, but I don’t think they work together in a web.", Category: "I"
- Speaker: 2, Sentence: "In a what?", Category: "Q"
- Speaker: 1, Sentence: "In an online, on a website.  I don’t think they would work together because generally customers who are looking for one of us are not necessarily looking for the other.  So if people are actually looking for an ice cream store, they’re not looking for an ice cream store/bakery, right?  So I think, and the design that we would do to appeal to our customer base would be completely different.  So I think in order to actually maximize the effect, because we should have separate websites.  Because we have synergy effects, right?  If a customer comes to your store, he might buy something.  From mine, if a customer comes to my store, he might buy something from yours.  But I don’t think we would promote that by advertising together.", Category: "S"
- Speaker: 2, Sentence: "So.", Category: "MI"
- Speaker: 1, Sentence: "In fact, we would maximize the effect by advertising separately, and therefore brining more customers in total to our stores together.", Category: "SUM"
- Speaker: 2, Sentence: "No, what I guess is like we should make a website, like, that advertises us both.  So this can be our unique selling point.  It’s a bit risky for us.  Like, for example, like a person types in, like, bakers and ice creams, right?  Us being together is, I guess it’s a pretty good, like, option for people, like that can go have ice cream and buy muffins, and if they go for buy cakes, and then they, like, say like why not have ice cream with it, and.", Category: "S"
- Speaker: 1, Sentence: "Exactly.", Category: "RP"
- Speaker: 2, Sentence: "And one more thing, one more thing.  What we can do with this website is, like, show people that how well we are integrated, right?  So how well we are integrated, right?  What we can do, what we can do is, like, use both our resources, like, effectively and like jointly and show them, like.", Category: "SUM"
- Speaker: 1, Sentence: "See, that’s exactly what I’m proposing.  I think we should maximize our synergy and get that.", Category: "I"
- Speaker: 2, Sentence: "But this should be representative of our.", Category: "MI"
- Speaker: 1, Sentence: "But we must agree that our advertisement is more effective if we actually do it separately.", Category: "SUM"
- Speaker: 2, Sentence: "No, it wouldn’t.  For example, listen.  If two companies merge together, right?  If two companies merge together, they won’t, like, show them.", Category: "S"
- Speaker: 1, Sentence: "Two countries?", Category: "Q"
- Speaker: 2, Sentence: "Companies, man.", Category: "I"
- Speaker: 2, Sentence: "Why would countries merge?  Companies.  Companies merge together.", Category: "I"
- Speaker: 1, Sentence: "Pronounce better, man.", Category: "S"
- Speaker: 2, Sentence: "Right, they won’t show, like, for example, Nike and.", Category: "MI"
- Speaker: 1, Sentence: "For example, I think Pakistan and India should merge together.", Category: "S"
- Speaker: 2, Sentence: "Yeah, and Germany and America.  The United States of Germany and America.  Anyways.  So if they are merging together, right, they won’t advertise, like, separately.  So it’s kind of a merger, right?", Category: "Q"
- Speaker: 1, Sentence: "Yeah, see, the reason.  Yeah.", Category: "RP"
- Speaker: 2, Sentence: "We’re performing kind of a merger, so it’s like we are using.", Category: "I"
- Speaker: 1, Sentence: "No, let me explain the difference to you.", Category: "I"
- Speaker: 2, Sentence: "Similar resources.", Category: "MI"
- Speaker: 1, Sentence: "If two companies generally merge, most of the time they sell similar products.  In our case, so they don’t have to advertise separately to.", Category: "I"
- Speaker: 2, Sentence: "I guess.", Category: "RP"
- Speaker: 1, Sentence: "Because they’re not appealing to different customer bases.  The thing is, we are actually appealing to different customer bases.", Category: "I"
- Speaker: 2, Sentence: "No, we are not appealing to different customers.", Category: "I"
- Speaker: 1, Sentence: "The same way, the same way, the same way.", Category: "MI"
- Speaker: 2, Sentence: "See, your copy says The Sweet Shops.", Category: "PROC"
- Speaker: 1, Sentence: "The same way.  The same way Toyota and Lexus, the same way Toyota and Lexus advertise to a different customer base.  So because we’re not actually selling the same product, we have to advertise to different customer bases.", Category: "S"
- Speaker: 2, Sentence: "Listen, so we are benefiting diversity over here, right?  Look, bakery on one hand, ice cream on one hand.  Put them together on a website, oh my god.  This is, this is, like I should, we should go for the website.", Category: "OS"
- Speaker: 1, Sentence: "Okay, let’s try it.", Category: "RP"
- Speaker: 2, Sentence: "Go for the website.", Category: "RP"
- Speaker: 1, Sentence: "We’ll try it.  If it doesn’t work.", Category: "RP"
- Speaker: 2, Sentence: "You’re going to pay the cost.  Okay, that’s it.", Category: "I"
- Speaker: 1, Sentence: "Okay.", Category: "OA"
- Speaker: 2, Sentence: "Stop. ", Category: "PROC"

Set up your transcripts for analysis by putting them into an excel sheet. Files must not be longer than 999 rows (if you have longer transcripts, split them to make smaller files). The format should be as shown below. Label the first column “SpeakerName” and list whatever names you have for those speakers (e.g., buyer/seller, John/Mary). Label the second column “Content” and include the material that is contained in your unit of analysis (which may be a speaking turn, a sentence, or a thought unit). Also include columns for "ResearcherName", "Email", and "Institution" (often a university) and include that information in the next row. Note that there is no space in the headings “SpeakerName” and “ResearcherName.”

If you use speaking turns then speakers will alternate, and the format will look like this:

SpeakerName	Content	ResearcherName	Email	Institution
Buyer	Words in a speaking turn…	Your Name	Your Email	Your Institution
Seller	Words in a speaking turn…
Buyer	Words in a speaking turn…
Seller	Words in a speaking turn…
etc.	Words in a speaking turn…

If you use sentences or thought units then it is possible that speakers may appear several times in a row, and the format will look like this:

SpeakerName	Content	ResearcherName	Email	Institution
Buyer	Words in sentence or thought unit…	Your Name	Your Email	Your Institution
Seller	Words in sentence or thought unit…
Seller	Words in sentence or thought unit…
Seller	Words in sentence or thought unit…
Buyer	Words in sentence or thought unit…
Buyer	Words in sentence or thought unit…
Seller	Words in sentence or thought unit…
etc.	Words in sentence or thought unit…

Create one Excel file for each transcript. Name each file in the following way:

YourName_StudyName_1
YourName_StudyName_2
YourName_StudyName_3
etc.

For example, my first file would be named “RayFriedman_CrownStudy_1” and the second file would be named “RayFriedman_CrownStudy_2”, and so on.

To submit your transcript for the model to code, drag and drop one or several transcript files into the section below. If you see the files you want to code listed properly (just below the “Upload” button), click submit. Note that each time you upload new files, those will replace the previously uploaded files, and be ready to submit

Once your files are successfully uploaded, you will see a Task ID and Passcode. Be sure to save those, you cannot access them later! It will take about 3-15 minutes for Claude to process each transcript, depending on how many users Claude has at that moment. When you think it might be finished, go to the Results Retrieval Page and enter your Task ID and Passcode. If the results are ready, they will download automatically.

If you need to manually retrieve your results, you can use the Results Retrieval Page with your Task ID and Passcode.

We suggest submitting just a few files at a time, so that you can check the output before doing too many analyses. The output file will include:

Transcript Name
Speaker
The text (thought unit, sentence, or speaking turn)
The code assigned to that text
Consistency score for that code

Upload or Drag Files

¹ This project was later expanded and published (but did not use the coding) as Aslani, S., Ramirez‐Marin, J., Brett, J., Yao, J., Semnani‐Azad, Z., Zhang, Z. X., ... & Adair, W. (2016). Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures. Journal of Organizational Behavior, 37(8), 1178-1201.
² Weingart, L. R., Thompson, L. L., Bazerman, M. H., & Carroll, J. S. (1990). Tactical behavior and negotiation outcomes. International Journal of Conflict Management, 1, 7-31; Gunia, B. C., Brett, J. M., Nandkeolyar, A. K., & Kamdar, D. (2011). Paying a price: Culture, trust, and negotiation consequences. Journal of Applied Psychology, 96, 774-789; Adair, W. L., & Brett, J. M. (2005). The negotiation dance: Time, culture, and behavioral sequences in negotiation. Organization Science, 16, 33-51.
³ In the supplementary file for: Jackel, E., Zerres, A., Hamshorn de Sanchez, C., Lehmann-Willenbrock, & N., Huffmeier, J. (2022), “NegotiAct: Introducing a comprehensive coding scheme to capture temporal interaction patterns in negotiations,” Group and Organization Management.
⁴ R Core Team (2022). R: A language and environment for statistical computing. R Foundation for Statistical Computing, Vienna, Austria. https://www.R-project.org/
⁵ Gamer, M., Lemon, J., Fellows, I., & Singh P. (2019) irr: Various coefficients of interrater reliability and agreement. R package version 0.84.1. https://CRAN.R-project.org/package=irr.
⁶ Landis, J.R.; Koch, G.G. (1977). "The measurement of observer agreement for categorical data". Biometrics. 33 (1): 159–174. doi:10.2307/2529310.
⁷ Fleiss, J.L. (1981). Statistical methods for rates and proportions (2nd ed.). New York: John Wiley. ISBN 978-0-471-26370-8.
⁸ Bakeman, R. (2022). KappaAcc: A program for assessing the adequacy of kappa. Behavior Research Methods. https://doi.org/10.3758/s13428-022-01836-1

CODING SCHEME USED

SINGLE ISSUE OFFER - STATING YOUR OWN OFFER OR PREFERENCES

SINGLE ISSUE OFFER - DEMANDING/PUSHING YOUR OFFER

MULTI ISSUE OFFER - OFFER INCLUDES SEVERAL ISSUES

ACCEPT AN OFFER

REJECT AN OFFER

QUESTION - ASKING CLARRIFICATION

QUESTION - ASKING PREFERENCES

QUESTION - ASKING ABOUT WILLINGNESS TO CONCEDE

QUESTION - COULD ALSO BE "RESPONSE NEGATIVE" (SNIPING)

QUESTION - COULD ALSO BE "SUMMARIZE"

QUESTION - COULD ALSO BE "PROCEDURE"

INFORMATION - ABOUT OWN PREFERENCES

INFORMATION - ABOUT OWN REACTIONS

INFORMATION - ABOUT SELF AND ONE'S BUSINESS

INFORMATION - ELABORATION

INFORMATION - ABOUT WILLINGNESS TO CHANGE OFFER

SUBSTANTIATION - FAIRNESS

SUBSTANTIATION - I REALLY NEED IT

SUBSTANTIATION - POWER/THREAT

SUBSTANTIATION - MY RIGHTS

POSITIVE RESPONSES

RESPONSE NEGATIVE - STRONG NO

RESPONSE NEGATIVE - SNIPING

SUMMARIZE - SUMMARIZING AND CONFIRMING

PROCEDURE - PROCESS COMMENTS

MISCELLANEOUS - ODDS AND ENDS

OFF TOPIC

CODING PROCESS

VALIDATION OF MODEL

MODEL SYSTEM PROMPT (FULL IN-CONTEXT TEXT)

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