uring buyer-seller negotiations, but can take on a more complex and relational role during hostage crises. This effect is important, because understanding of it "should offer novel insights into the way negotiators organize their behavior to pursue their goals" (444). Once again, however, the authors do not provide much in the way of an explanation for why this research is important, or whether other studies have addressed this question before. Overall, then, the authors do not provide any comprehensive review of the literature in the field as it relates to their overall research question.
The authors then move on to describe the analytical framework that they will apply to these goals: the cylindrical model of communication behavior. Here, the authors do a much better job of reviewing the literature and using prior studies to inform their own. As the authors note, "to study the effects of context on behavior, it is first necessary to model the major psychological dimensions over which behaviors differ" (444). The authors briefly explore the merits of several models, including the facework perspective, relational order theory, and the view that negotiators use behaviors rationally to solve specific problems. The authors assert that these different perspectives tend to emphasize one important difference among behaviors as opposed to incorporating the various dimensions over which context might affect behavior. In order to address this problem, the authors apply the cylinder model.
The cylinder model, according to the authors, classifies behavior according to three facets: level of interaction; motivational source; and intensity. For the first facet, level of interaction, the cylinder model views the categories of interaction developed in prior research of negotiator's beh
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