Model 2 uses the coding scheme of Brett and Nandkeolyar (unpublished). The study was conducted in 2010, with MBA students from India. The simulation they used was Cartoon (available at negotiationandteamresources.com). The authors shared with us 43 transcripts they had collected and coded using human coders.
Each of the codes is shown in the section below. For each of the 12 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 2 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 2, 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 12 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 2 has learned and is trained to reproduce.
| Code Number | Code Name |
|---|---|
| 1 |
Question (Q)
Description: Asking a question about the other side's preferences, asking for clarification on a statement, or asking for information from the other party. QUESTION - ASKING OTHER PARTY TO STATE PREFERENCES
QUESTION - ASKING FOR CLARIFICATION OR MORE INFORMATION
QUESTION - ASKING ABOUT PROCESS OF MAKING DEAL
|
| 2 |
Information (I)
Description: Comments that provide general information about one's self/business, preferences, needs, knowledge INFORMATION - STATING CURRENT UNDERSTANDINGS
INFORMATION - INFORMATION ABOUT SELF
INFORMATION - STATING DESIRES, INTERESTS, OR PREFERENCES
|
| 3 |
Reaction-positive (RP)
Description: A short positive response in agreement with a point or validating something previously said
|
| 4 |
Reaction-negative (RN)
Description: A negative response including "no", shutting down other options, any short negative response or stating disagreement
|
| 5 |
Substantiation (S)
Description: An attempt at cognitive influence (appeals to rationality, logic, data from the case, interests); normative influence (appeals to reciprocity, fairness, consistency, morality, norms); or emotional influence (threats, statements about alternatives. Also, questions about alternatives, sympathy, apologies, flattery, bragging, or schmoozing SUBSTANTIATION - MENTIONS OF ALTERNATIVES
SUBSTANTIATION - EXPLAINING HOW OTHER PARTY WILL BENEFIT FROM WHAT IS OFFERED
SUBSTANTIATION - FAIRNESS- WHAT YOU ARE OFFERING IS UNREASONABLE FOR ME
|
| 6 |
Offers-single issue (OS)
Description: An offer containing only one issue OFFERS_SINGLE ISSUE - STATING YOUR OWN OFFER OR WHAT YOU WOULD LIKE
|
| 7 |
Offers-multiple issue (OM)
Description: An offer containing multiple issues OFFERS-MULTIPLE ISSUE - OFFER INCLUDES SEVERAL ISSUES
|
| 8 |
Offer accept (OA)
Description: A short affirmation in response to an offer OFFER ACCEPT - ACCEPT AN OFFER
|
| 9 |
Offer reject (OR)
Description: A short negation in response to an offer OFFER REJECT - REJECT AN OFFER
|
| 10 |
Process comment (P)
Description: A statement about the negotiation itself PROCESS COMMENT
|
| 11 |
Micellaneous-on task (MON)
Description: A comment that is on-task but otherwise uncodable MISCELLANEOUS-ON TASK - ON TOPIC MISCELLANEOUS
|
| 12 |
Micellaneous-off task (MOFF)
Description: A comment that is off-task and otherwise uncodable MISCELLANEOUS-OFF TASK - OFF TOPIC MISCELLANEOUS
|
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 Brett and Nandkeolyar. To do this, we asked the model to code the 3496 units contained in the Brett and Nandkeolyar 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 3,448 of the units, high consistency (four out of five) for 48 of the units, modest consistency (three out of five) for zero of the units, and no cases where the model did not report a code. Thus, 98.6% of codes had perfect consistency.
- 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 as- signed a code was 75% (95% CI: .74, .76). To ensure that the model was not 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 75% for the first half and 74% for the second half, suggesting no bias based on phase of the negotiation. We also looked at match by level of consistency (see Table 2). 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).
- Summary Data and Confusion Matrix: We created a confusion matrix for all codes (see
see Figure 1). The vertical axis shows human coding. The horizontal axis shows model
coding. Also included below (see see Table 2) are summary statistics showing which
codes appeared most frequently in the human coding (Substantiation was most
common representing 31.64% of the codes, while Miscellaneous Off-Topic was least
common representing just .11% of the codes), and the human-model match level for
each code. The highest levels of human-model match (other than for Miscel-
laneous) were for Positive Response, Question, and Multi-Issue Offer. 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 that code in the
training transcripts for the model to learn from and when there are more opportuni-
ties to find that code in the test transcripts.
In terms of absolute numbers of mismatches, the largest set is 155 human-coded Substantiation codes that were coded as Information 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 43 cases of human-coded Miscellaneous On-Task that were coded as Information by the model. The next largest set of mismatches were 42 where humans assigned a code of Single issue offer while the model assigned a code of Multi-issue offer, which is easy to imagine happening.
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 | 0% | 0 | not match | |
| 0 | match | n/a | |||
| High Consistency | 4 out of 5 | 1.4% | 29 | not match | |
| 19 | match | 45% | |||
| Perfect Consistency | 5 out of 5 | 98.6% | 845 | not match | |
| 2,603 | match | 75% |
*0 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) using the IRR package (Gamer & Lemon, 2019[7]). Cohen’s kappa was equal to 0.70, with the no information rate of .26 (p-value of difference is < .001). According to Landis and Koch (1977) this represents “substantial agreement”, and according to Fleiss (1981)[ 5 ] 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[4]) was used to estimate observer accuracy, which was found to be 86%.
It is also worth noting that in many cases where scholars establish inter-coder reliability, there is a process of cross-rater discussion that is used to resolve initial differences of opinion between the two coders. In a study of inter-coder agreement, coder agreements in the 80% range began with initial coder agreements in the 40% range (Garrison, et al 2005[8]). Of course, in our case with initial coder there can be no cross-rater discussion between a model and a human, taking away one step that is often used to achieve higher kappas. The closest we can get to that process is to have a third person view the cases of human-model disagreement to provide a judgment of which code was more correct. Also, the fact that so many codes need human-to-human discussions to resolve, suggests some inherent ambiguity about code assignments and opens up the possibility that several different codes might reasonably be assigned to some segments of transcripts.
Figure 1: Confusion Matrix, Validation Step 1
Table 2: Match Percentage by Code, Validation Step 1
| Human Code | % of units Across All Transcripts | Model Match % |
|---|---|---|
| S | 31.64 | 70% |
| RP | 22.94 | 93% |
| Q | 13.56 | 86% |
| MON | 8.55 | 69% |
| I | 7.61 | 66% |
| OS | 7.18 | 60% |
| OR | 2.95 | 63% |
| OA | 2.43 | 34% |
| RN | 1.29 | 49% |
| OM | 1.29 | 89% |
| P | 0.46 | 6% |
| MOFF | 0.11 | 75% |
Validation Step 2: Match with Human coding for Different Simulations.
The first step of validation involved matching human and model codes where the negotia- tion simulation used for training was the same as the negotiation simulation used for testing the model (Cartoon). But users may have transcripts from any number of simulations or real-world negotiations, not just the simulation used in Brett and Nandkeolyar (unpub- lished) study. Therefore, we wanted to test how well the model would match human coders who applied the Brett and Nandkeolyar model to transcripts using other simulations. We selected a set of 3 Transcripts from a study that used The Sweet Shop simulation, and 3 transcripts from a study that used the Les Florets simulation. Since these transcripts were not initially coded using the Brett and Nandkeolyar codes, we needed to train two coders to use the Brett and Nandkeolyar codes. After initial training, they reached a level of inter-coder reliability of k=.73. 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 the Sweet Shop and LesFlorets simulations. These transcripts were then coded using our model.
The 6 transcripts had 1302 speaking turns, of which 99% were single sentences. The model had perfect consistency for 87% of the speaking turns (all five runs assigned the same code), high consistency for 10% of the speaking turns (4 out of 5 runs assigned the same code), and modest consistency for 1.6% of the speaking turns (3 out of 5 runs assigned the same code). There was 1 case of less than 3 out of 5 consistency. The match percentage was 67% for perfect consistency codes, 81% for high consistency codes, and 45% for moderate consistency codes (see Table 3). Overall, the match percentage was 68%. 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 Cartoon 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 70% for just the Les Florets transcripts and 64% for just the Sweet Shop 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 .63 with the no information rate of .26 (p-value of difference is < .001). This kappa according to Landis and Koch (1977)[ 11 ] 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)[ 4 ] 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)[ 4 ] was used to estimate observer accuracy, which was found to be 81%.
Table 3: 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 | .02% | 12 | not match | |
| 10 | match | 45% | |||
| High Consistency | 4 out of 5 | 10.1% | 25 | not match | |
| 106 | match | 81% | |||
| Perfect Consistency | 5 out of 5 | 87.8% | 377 | not match | |
| 771 | match | 67% |
*1 case 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 2). As with the first validation test, model-human match percentage appears to be highly correlated with number of codes.
The confusion matrix (see Figure 2) shows that, once again, the largest number of mis- matches 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.
Figure 2: Confusion Matrix, Validation Step 2
Table 4: Match Percentage by Code, Validation Step 1
| Human Code | % of units Across All Transcripts | Model Match % |
|---|---|---|
| I | 21.98 | 57% |
| S | 16.45 | 84% |
| RP | 15.30 | 80% |
| Q | 14.37 | 95% |
| P | 6.69 | 45% |
| MON | 6.46 | 49% |
| OS | 6.30 | 57% |
| MOFF | 4.77 | 31% |
| OA | 2.23 | 52% |
| OR | 2.15 | 82% |
| OM | 1.84 | 71% |
| RN | 1.46 | 32% |
In order to assess the mismatches, we collected a random sample of 98 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 5. About 47% of the time the human code was deemed more accurate, while in 40% of the cases the model was deemed more accurate. In another 6% of the cases, both were deemed correct (because, for example, the sentence was long and really contained two thought units). In 7% of the cases both the human and model codes were deemed incorrect or the sentence was deemed uninterpretable (because, for example, there were missing words in the transcription). Looking, then, at the 32% of speaking units that were a mismatch, perhaps half of them might still be deemed accurate, bringing the match percentage up from 68% to about 85%.
Table 5: Assessment of 98 Sample Mismatches
| Code Selection | Count | ||
|---|---|---|---|
| Clear Choice | Human Code is Correct | 46 | 85 |
| Model Code is Correct | 39 | ||
| Both Correct | 6 | 6 | |
| Both Incorrect | Human and Model Both Incorrect | 2 | 2 |
| Not Understood | Could not Understand the Sentence | 5 | 5 |
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: - Q (Asking a question about needs, priorities, preferences, interests, or tradeoffs; asking a question about the simulation; asking a clarifying question; paraphrasing the other party’s statements (implied question)) - I (Giving information about needs, priorities, preferences, interests, or tradeoffs; giving other information about the simulation) - RP (A short affirmation in response to any statement except an offer) - RN (A short negation in response to any statement except an offer) - S (An attempt at cognitive influence (appeals to rationality, logic, data from the case, interests); normative influence (appeals to reciprocity, fairness, consistency, morality, norms); or emotional influence (threats, statements about alternatives). Also, questions about alternatives, sympathy, apologies, flattery, bragging, or schmoozing) - OS (An offer containing only one issue) - OM (An offer containing multiple issues) - OA (A short affirmation in response to an offer) - OR (A short negation in response to an offer) - P (A statement about the negotiation itself) - MON (A comment that is on-task but otherwise uncodable) - MOFF (A comment that is off-task and otherwise uncodable) 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]", 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 OA: - Yes, Option B would be OK. - That makes sense as a way to solve the problem. - I’d take that. - Alright, 90% with future options, I can live with that - I’m OK if you’re OK. I think we have a deal - Okay. - We’ve got a deal. - That sounds good. - I’m fine with that. - I’m glad you’re OK with that. I am. - 27,000 is something I can live with. - Options 2, 7, and 5. Yes, that works. - I still think that I should operate on weekends and you should operate on weekdays, okay? Cool. Additional examples on Category P: - I think we’ve finished everything. - Yes, let’s get the negotiations going here. - We have five things to talk about, including new cabins and pricing. - Shouldn’t we be doing the cost structure first? - It seems to me we should be discussing all the issues first. That would make much more sense.. - I have an idea I’d like to discuss. Do you want to hear it? - I made a mistake including that in the proposal. That was not what I meant to do. - Just talking about your factory needs took ten minutes. - I don’t know how we’re going to get this done in an hour, it takes too long to figure out. - So, the feather adjustments are the last issue we need to cover, right? - I need some time to do the calculations - can you give me a minute? I need to check the numbers. - Let’s just, let’s just go through the issues, because this way for us both to get what we want since our priorities are different Additional examples on Category MOFF: - 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: Coding Scheme_120901_13_2SDxlsx_.xlsx - Speaker: Seller, Sentence: "I am the sales representative for Holly Film and we make these production films. Now the idea is that whatever movies we make we sell it off as a syndicate package as a TV serial to TV channels. And you being one of those channels WCHI which is second in rating on the TV viewership rating so we would like to propose you to sell off to the sell off of one of our very popular cartoon series the Ultra Rangers so tell me how much interested you are?", Category: "I" - Speaker: Buyer, Sentence: "Why do think we should take it? What are the USPs of your cartoon?", Category: "Q" - Speaker: Seller, Sentence: "See you know about Ultra Rangers. Everybody knows it's such a big popular series.", Category: "S" - Speaker: Buyer, Sentence: "I would like to go ahead and talk about it.", Category: "RP" - Speaker: Seller, Sentence: "So the point is that it's one of the style type of packages or the cartoon series which is very famous. It can give you lot of Saturday morning, segue of this lots into Saturday morning where people will be interested, the children and the adult audience and it can actually increase your ratings and it can help you beat your parry immediate competitor.", Category: "I" - Speaker: Buyer, Sentence: "But how is your Ultra Rangers different from any of the other programs which are being offered by the other companies?", Category: "Q" - Speaker: Seller, Sentence: "Tell me which are the offerings you have?", Category: "Q" - Speaker: Buyer, Sentence: "No, we have some of the alternate programs which are for the similar timeslots and similar.", Category: "I" - Speaker: Seller, Sentence: "I would like to know Ultra Rangers is one of the most popular series everybody knows how much does it make and you also know that what all ties it has associated where if it goes into US market the way it was released so all of us know that how popular it became not only on the cartoon series or the media front. The people who are associated in the time industry also raise a lot of financial profits and money out of it. So tell me any other offer which is as good or as equivalent as Ultra Rangers.", Category: "S" - Speaker: Buyer, Sentence: "I would like to understand that.", Category: "Q" - Speaker: Seller, Sentence: "That was the recent time you know you have actually you were looking at selling of two shows which actually never got sold off in the market. So the fact is that you know it could be something.", Category: "S" - Speaker: Buyer, Sentence: "Those shows were not so popular. If you look at Ultra Rangers -", Category: "S" - Speaker: Seller, Sentence: "I am not talk about the popular, the fact is that it could have been something wrong with probably you know the ways of either being packaged or wrong target audience or something so what belief do I have that probably Ultra Rangers is going to do well after you had last two of them -", Category: "S" - Speaker: Buyer, Sentence: "See first of all you would have never got Ultra Rangers, first thing is this. It's only our decision that we thought of that we release it one year before because the first two shows have not worked so well. So we thought as you know the syndicate rate is only 15%. So on that basis we would have never released this at all had we not got a loss of this thing so it's an advantage for you. And those two shows are not as popular not even half as popular as Ultra Rangers is.", Category: "S" - Speaker: Seller, Sentence: "I am not questioning the popularity of the serial but what I am going to say is that I have to believe that if I am buying content from the service provider like you it should be able to match the audience interest and the last two of them, the last two series the last part --", Category: "S" - Speaker: Buyer, Sentence: "They were not so very popular.", Category: "I" - Speaker: Seller, Sentence: "So but then why you try and sell them off?", Category: "Q" - Speaker: Buyer, Sentence: "Because the money comes from syndicate once they have reached up to a level of popularity they were not as famous with the audience. They did not trigger as much with the audience as the Ultra Rangers but our basic objective finally like ones we are done with selling the movie we try to sell it off to the TV audience as you know because that was your business too. You take up all those movies which run very big on the media circuit. And once they have finished their tenure of the time period in the media industry they move onto the TV channels. So we are giving you this offer guys this could be very beneficial offering on the basis how much it has made and how much it has come out a story type culture with the children and the young adults, which was not there with the other two shows. So the entire question it says that whether it will run or not if you are not convinced then there is no point talking to you about selling it if you yourself are not convinced.", Category: "S" - Speaker: Seller, Sentence: "I am convinced. What I am trying to say is given your past record, so I am just trying to delve you know ", Category: "S" - Speaker: Buyer, Sentence: "Those two ones were not up to the level of –", Category: "MON" - Speaker: Seller, Sentence: "Fair enough, all that said and I understandably so you know you did not have had it very, very pleasant last few months, you are in this project. You used to have not done very well and currently there are some other good content that are also in the market.", Category: "S" - Speaker: Buyer, Sentence: "Yeah and you have used it and you have lost your market, you have seen all those things.", Category: "S" - Speaker: Seller, Sentence: "No, we haven’t really lost our market. We also have some good shows also which we are going to consider.", Category: "S" - Speaker: Buyer, Sentence: "We are – we are interested and what we are looking at is around 15,000 episodes.", Category: "OS" - Speaker: Seller, Sentence: "How much episodes you said?", Category: "Q" - Speaker: Buyer, Sentence: "15,000 episodes for a period of 5 years for 100 episodes.", Category: "OS" - Speaker: Seller, Sentence: "Oh that’s, I need not even discuss any further with you if it is 15,000. You have to give me a figure which is I think this is something which is raising your competitive position. If you see that what your company has done unsuccessful buying strategy in the past your parent company which has placed lot of buying restriction on it, so it has taken you a lot to stabilize your financial position and still you are actually in need of programs in the upcoming season. I don’t know how you are saying that you have programs. The show the way it will increase your ratings and the problems that you are facing now, look at your current positions which is very clearly laid down. If you don’t have this program and your competitor buys it who has given me a much, much better deal than yours, there is not even any point for me to sit in and discuss it out for that event.", Category: "OR" - Speaker: Buyer, Sentence: "Yeah but the fact is if not you, then who are we going to sell it off to, right?", Category: "S" - Speaker: Seller, Sentence: "Sorry.", Category: "MON" - Speaker: Buyer, Sentence: "If you don’t sell it to us who will you sell it off to because the network’s own stations any which ways are not interested in this program?", Category: "S" - Speaker: Seller, Sentence: "It doesn’t matter I have four of the customers. They are willing to pay much, much more than what you are paying. I don’t even have to sit at 50, after listening to 15 I would just, I don’t even have to listen to you anymore. Because you know what your financial positions is and you know-", Category: "S" - Speaker: Buyer, Sentence: "Well definitely our financial position is already cleared of all that. We are much, much in a sound position than what we were. We have cleared off that outstanding dues so you can't make a comment saying that you know we are still in a financial distress. We are very well out of it and the fact is – kindly let me complete.", Category: "S" - Speaker: Seller, Sentence: "You have lost your independent leadership even. You are placed at a poor second and if you want to make it to the top one you definitely need a program which is -", Category: "S" - Speaker: Buyer, Sentence: "I would like to count that for one, I agree that we are number second but the fact is if you are not selling it to us, well you actually might not be able to sell to this market at all, given the fact that WIAL and WXYZ the other two Indian parent companies they are not interested in this at all.", Category: "S" - Speaker: Seller, Sentence: "How do you know, I am selling it I am talking to them?", Category: "Q" - Speaker: Buyer, Sentence: "I am aware of it because I have data for that. What I am saying is that WWIN would only take it up, they will only make a counteroffer if they have a competitor who is going to buy it because clearly the price of the case state that they are not really in need of any new programs. The only reason they would pick up Ultra Rangers is because or they would make a counter bid is because if you have another competing company which in this case being WCHI if it makes a bid we would take away their market share.", Category: "S" - Speaker: Seller, Sentence: "No, no absolutely now the case is that independent station is there then an offer for Ultra Rangers and the net value has been specified to us. I think in this case the content is different if I am not wrong.", Category: "S" - Speaker: Buyer, Sentence: "I have worked it in the case, I am not changed –", Category: "RN" - Speaker: Seller, Sentence: "It is already, it's not given to us that only I get a counteroffer I will be getting the offer from my.", Category: "S" - Speaker: Buyer, Sentence: "I can read out to you in the –", Category: "S" - Speaker: Seller, Sentence: "I can also read this out -", Category: "S" - Speaker: Buyer, Sentence: "If there is all this current all the WWIN currently has a strong Saturday morning lineup. It doesn’t really need this program because the introduction of Ultra Rangers would only help it take care of the competition in case it's going to erode its market-ship. So it’s not really keen for it. What is your price?", Category: "S" - Speaker: Seller, Sentence: "But you are the number one independent station is with an offer for Ultra Rangers and that offer has an estimated net value of services.", Category: "S" - Speaker: Buyer, Sentence: "I quoted my first price, what's your first price?", Category: "Q" - Speaker: Seller, Sentence: "Okay so what we are seeking is you are saying 15 which anyway I don’t even have to miss in 15 at all with the kind of counter offer I already have. But with the counter offer I already have I would ignore it and give it to you only if I get a price which is close to 70.", Category: "OS" - Speaker: Buyer, Sentence: "70 is way too high.", Category: "OR" - Speaker: Seller, Sentence: "We can always negotiate on it.", Category: "S" - Speaker: Buyer, Sentence: "But 70 is way too high because the fact is see as I mentioned your last two transactions haven’t done well in the market, if you kind of look at, I go and tomorrow sell Ultra Rangers to the advertising, the companies who can probably sponsor this show, the first thing they are going to come back and tell me is that Holly Film Productions, their last two productions haven’t done very well. So if you look at from my point of view also your past record does, although it does not you know take away the success of Ultra Rangers it does somehow pull down the image of Holly Film in the eyes of your final consumers who might be giving in ads. I would say, I would raise up my bid maximum to 18, your next press.", Category: "OS" - Speaker: Seller, Sentence: "18", Category: "Q" - Speaker: Buyer, Sentence: "18, madam I don’t even have to discuss this with you actually. It’s no point. I mean my --", Category: "OS" - Speaker: Seller, Sentence: "I have made a concession you go ahead and give yours.", Category: "Q" - Speaker: Buyer, Sentence: "No, no I am telling you your raising also, I don’t even have to talk to you. I mean I am a position that I can go-", Category: "S" - Speaker: Seller, Sentence: "Okay go ahead, okay let's talk.", Category: "OA" - Speaker: Buyer, Sentence: "No I am not reducing it. I am telling you that 70 is what we are looking for and max to max it's like you are pulling off the knots on the fact that you will go on raising it. I will go on downsizing it and then we will come to a middle offer. If that’s the proposition sorry I can't work like this. I have a product which is quality and see your position, you are second.", Category: "S" - Speaker: Seller, Sentence: "I asked your question saying what is your next price?", Category: "Q" - Speaker: Buyer, Sentence: "I am stuck at 70 you have to give me an offer which is sensible enough.", Category: "Q" - Speaker: Seller, Sentence: "So if you are going to stuck at 70 it’s not going to work that way. I have made some concession, you can at least make some concession.", Category: "OR" - Speaker: Buyer, Sentence: "You can at least make some sensible offer. Are you doing a negotiation which is like a fish market negotiation? You raise it to 18, I raise it, I go down 60 you raise it to 25 I go down 50 I don’t think I can work like this and I will be honest. You know I am giving you quality product I am not standing and questioning marketer.", Category: "OR" - Speaker: Seller, Sentence: "I am not questioning the product. I am just saying come off it and make sure. Business deals don’t happen in one round of negotiations, which is why I am saying come up with some offer.", Category: "S" - Speaker: Buyer, Sentence: "You are not realizing, all you are saying is –", Category: "MON" - Speaker: Seller, Sentence: "I have given a quote I am waiting for you to hear some quote. I am not saying that will be final quote, we can always that quote that way but at least come up with some quote.", Category: "S" - Speaker: Buyer, Sentence: "Let me understand why you are giving it 18? Are you giving 18 just because these two deals have not worked out for us? I have told you the reason. See the syndicate ", Category: "P" - Speaker: Seller, Sentence: "See I also believe that you because of the estimate that I have from the case I have the four independent stations firstly two are not interested. And other than that the only company which is possibly interested right now is WWIN which again currently is in no real need or no urgent need of a Saturday morning slot. They already have a very, very good Saturday morning lineup of programs. So if you are not able to sell it to us, they know that we are a close second. If we buy it, yes I agree with your point of view when we say that you know you have a good quality product, we can easily move up to number one, but the fact is if we don’t make that offer to them they easily know that even by not making that offer they can still continue to be number one which is why I strongly believe that --.", Category: "S" - Speaker: Buyer, Sentence: "So you don’t gain anything, they don’t, they continue to be number one what's the value proposition for you?", Category: "Q" - Speaker: Seller, Sentence: "I know I am --.", Category: "MON" - Speaker: Buyer, Sentence: "You don’t buy and the stay the way you are, that’s what you were looking for.", Category: "S" - Speaker: Seller, Sentence: "See I am looking at the fact that --.", Category: "S" - Speaker: Buyer, Sentence: "Because you are giving me a value proposition that if I don’t buy, they stay number one, we stay number two, please do. Anyway this product will come up next year in the market when they will be in need of it because by that time they would have stopped their current program and they will be in need of, we will sell it off that time. It’s very easy for us now --.", Category: "S" - Speaker: Seller, Sentence: "We are looking at very tight product, where would you get a curled like this.", Category: "S" - Speaker: Buyer, Sentence: "Oh we can definitely get that. I am just saying something, I am just saying something.", Category: "MON" - Speaker: Buyer, Sentence: "You give another offer, right.", Category: "Q" - Speaker: Seller, Sentence: "I will do that.", Category: "RP" - Speaker: Buyer, Sentence: "You don’t seem to be in a mood for you know even conducting, this is at least the eighth time you have mentioned in this conversation that you don’t need to go ahead with the negotiation, now if you are so close buying about it, we can’t even discuss this further.", Category: "S" - Speaker: Seller, Sentence: "Because your whole point of giving me such a low figure is like, please go shut the case and go.", Category: "S" - Speaker: Buyer, Sentence: "I am not saying that, you know that. I am trying to understand.", Category: "S" - Speaker: Seller, Sentence: "They have been as a playing slide, stay on the person who is standing -- It was no point.", Category: "MON" - Speaker: Buyer, Sentence: "No, but I would.", Category: "MON" - Speaker: Seller, Sentence: "You have and you are not even justifying just because two others are not buying it, I am giving you the reason behind it, if they don’t buy it, next year we are again open to the market, it doesn’t matter much to us.", Category: "S" - Speaker: Buyer, Sentence: "Sure, but can you stop other competition from coming in by that time? How do you know that in the next one year --", Category: "Q" - Speaker: Seller, Sentence: "We have been here for so many years.", Category: "S" - Speaker: Buyer, Sentence: "Yeah but your past record always doesn’t --.", Category: "S" - Speaker: Seller, Sentence: "Not always, no if our past records shows always you won’t be sitting next to me, first. Would you actually be sitting in front of me if my past record is bad, if my products --.", Category: "S" - Speaker: Buyer, Sentence: "See we do have an offer also, so if you try and you know come across with being absolutely close mind about even talking another term --.", Category: "S" - Speaker: Seller, Sentence: "What is the reason, I am telling you for the reason why I have closed mine, because the reason is very –", Category: "S" - Speaker: Buyer, Sentence: "At least give me your next scene, we can continue the negotiation only if you at least give me your next best price.", Category: "S" - Speaker: Seller, Sentence: "So that’s what I am telling you. I mean you would be going ahead with this, I will give you 65 then again you will discuss then I will go to 60 then again we will discuss I don’t want to do that, I want to understand that why 18 and I am giving you a reasoning behind it that 18 is very low --.", Category: "S" - Speaker: Buyer, Sentence: "So at least go to another price.", Category: "Q" - Speaker: Seller, Sentence: "No ma’am, don’t give me a vegetable market quote, please give me a quality quote. I am standing and I am doing the quality. ", Category: "S" - Speaker: Buyer, Sentence: "20", Category: "OS" - Speaker: Seller, Sentence: "On what basis?", Category: "Q" - Speaker: Buyer, Sentence: "I would say my reasons. See if you aren’t going to buzz from your price, now I don’t think then there is any point going ahead further.", Category: "S" - Speaker: Seller, Sentence: "See I will give you my final price is 65. And I will give you the reason behind it.", Category: "OS" - Speaker: Buyer, Sentence: "Which is way too high.", Category: "OR" - Speaker: Seller, Sentence: "Like understand like what are other things, what other things value addition it can do to your case.", Category: "S" - Speaker: Buyer, Sentence: "Definitely, 65 is like totally outside.", Category: "OR" - Speaker: Seller, Sentence: "I will tell you the reason why 20 doesn’t come into the scoop because the counteroffer is way too high. That’s the only reason. Otherwise I don’t mind you know why I got upset about you 15, 20 it looked really like a normal vegetable market offer to me for the reason I am sorry to accept it but you are not even respecting the product you are buying.", Category: "S" - Speaker: Buyer, Sentence: "I am constantly telling the person sitting in front of you, that you know I would not like to you know continue this negotiation further. You want to show respect to the other person also. So if you are sitting in negotiation at least you would expect from the other person, not to treat people on equal level and not to disrespect by the way you are talking.", Category: "S" - Speaker: Seller, Sentence: "For the reason that you initiated, it means going to be --.", Category: "MON" - Speaker: Buyer, Sentence: "No but at no point of time, did I make a personal comment to you saying that you know I would not even continue this discussion further. And so I am trying to be as professional but –", Category: "S" - Speaker: Seller, Sentence: "This is not a personal comment", Category: "RN" - Speaker: Buyer, Sentence: "No, but the fact is you are making personal comments.", Category: "S" - Speaker: Seller, Sentence: "This is a business comment that the deals are not cut like this, 15 on what basis?-.", Category: "S" - Speaker: Buyer, Sentence: "I told you the reasons I have.", Category: "S" - Speaker: Seller, Sentence: "I know that you buy in market, do they come in 15, they don’t come in 15 at any point of time? Are you aware of what you are buying, have you done a research on Ultra Rangers what they are?", Category: "S" - Speaker: Buyer, Sentence: "Yeah so if you are trying to basically doubt my capabilities and say that I haven’t come to pay for the negotiation so it is basically we have to come into relation.", Category: "S" - Speaker: Seller, Sentence: "Okay I will explain you the product in that case. If you are saying let’s understand why your 15 is coming okay, look at the product, this product --.", Category: "S" - Speaker: Seller, Sentence: "Okay why 20 let’s discuss that.", Category: "S" - Speaker: Buyer, Sentence: "Because I do, I am not sure whether I would be able to recover money if I sell your product out there to do advertisers. The first thing they are going to come back and tell me is the last season the two programs that you came out with haven’t done well. As a business manager I also have to be very, very careful that if I am buying something which as you claim is good quality, I have no doubt in your quality, I am at least able to become (inaudible 17.16). If my advertisers out there they are not willing to pay me back my money, if they say that you know the past record is there could be something wrong with your production house.", Category: "S" - Speaker: Seller, Sentence: "I will explain you. The other two products are not as popular with the audience as this product is. Let’s understand the Ultra Rangers and let me see then how much you have quoted, right because I think I have my doubts of your understanding of the product and its popularity, let me make it clear first of all. Ultra is a cult type product, it's famous with children and it’s famous with young kids, right. So your audience segment is huge, right so the previous products which we had in this, three to five years age children which were not so popular so your advertising expenses which will come that will be huge, right. You have a little doubt on recovery of your price, this will settle those thoughts, that’s why I am clarifying these things. So another thing is that your close competitor now in the case the way it’s written that you have a, your competitor has got a high end rating, independent is currently the highest rated independent in the market so with Ultra Ranger purchase we can easily grab that position, because all these advantages are going to be there. Your audience segment will increase, you will have more advertising revenues, you will have more timeslots, you won’t have a product which is filling your Saturday timeslots.", Category: "S" - Speaker: Buyer, Sentence: "No we can, we can have a different program on Saturdays time also, but what I am trying to comment to you is that let’s accept it we are the service provider we would probably buy that, if you want to have it as a --.", Category: "S" - Speaker: Seller, Sentence: "We are not a service provider.", Category: "I" - Speaker: Buyer, Sentence: "Content provider, right.", Category: "Q" - Speaker: Seller, Sentence: "I am just saying, I have made a product making a product itself in a creative quality product. I am selling it, if not you then somebody else.", Category: "S" - Speaker: Buyer, Sentence: "Listen to the other person’s point of view.", Category: "S" - Speaker: Seller, Sentence: "Because you are not respecting by quoting a figure which is a fish-market figure.", Category: "S" - Speaker: Buyer, Sentence: "Ma’am, I am not even talking about the figure right now. If you at least kindly listen to the other person and what they are saying is at least you would be able to get better clarity of the case. All I was saying is, in fact I had a good point to me regarding this negotiation but it doesn’t seem that you are even keen to understand. What I am trying to talk about the possibility that we are looking at a long term relationship with quality friend, the fact is assuming you are continuing doing a business.", Category: "S" - Speaker: Seller, Sentence: "I don’t think it will last, it will give us quotes like 15, 18, 20 there is no point. I can’t even cut one deal with you, forget about ", Category: "S" - Speaker: Buyer, Sentence: "I think if you are so stuck up about even just talking only about the price and not even listening to anything else about what the other person says, sorry to say ma’am but I think you know it’s respect me being a little more professional and respect the other person for what they are. You are in the business, we are in the business too.", Category: "S" - Speaker: Seller, Sentence: "You started it.", Category: "S" - Speaker: Buyer, Sentence: "No, but the first --", Category: "RN" - Speaker: Seller, Sentence: "You started it, I didn’t even say anything, you started the entire portion by ", Category: "S" - Speaker: Buyer, Sentence: "So just by quoting some price if you are trying and talk to some person --", Category: "S" - Speaker: Seller, Sentence: "Without giving me a reasoning?", Category: "MON" - Speaker: Buyer, Sentence: "I told him I have my doubts and my biggest thing what I am trying to --.", Category: "S" - Speaker: Seller, Sentence: "I have to clarify it then.", Category: "S" Transcript: Coding Scheme_120901_05SD_.xlsx - Speaker: Seller, Sentence: "Hi, Larry. Good afternoon. I am Hitesh. I am from Holly Films", Category: "MON" - Speaker: Buyer, Sentence: "I am from WCHI.", Category: "MON" - Speaker: Seller, Sentence: "Nice meeting you.", Category: "MON" - Speaker: Buyer, Sentence: "Same here. So we are interested in buying Ultra Rangers from you.", Category: "I" - Speaker: Seller, Sentence: "Oh yeah, that's like one of our fantastic products, like something which we are really proud of.", Category: "S" - Speaker: Buyer, Sentence: "I couldn't agree with you more, that's why I am here to buy it. We want to invest in good products.", Category: "S" - Speaker: Seller, Sentence: "Sure. And you might already be knowing that Ultra Rangers got a rating of 10 rating and 20 shares in the competitive timeslot and like that's a reason like that's one of the products we are very proud of. The best part about Ultra Rangers is that it got an appeal for large set of audience, not only the kids but even the adults liked it. That's what the survey result showed. And the other survey which has been done by an independent agency shows that as and when it gets broadcasted on the channel, there is like almost 70% probability that it would get a rating of 5 or above. So we are really proud of this product.", Category: "I" - Speaker: Buyer, Sentence: "5 is not too high anyway.", Category: "S" - Speaker: Seller, Sentence: "It's just 70% probability to get a rating of 5 or above. It could be 5, 6, 7 or something like that.", Category: "S" - Speaker: Buyer, Sentence: "Thinking about exaggerating, yeah, I agree the product is excellent and it has potential to go way up. But you are exaggerating the potential, but yeah, that's okay.", Category: "S" - Speaker: Seller, Sentence: "No, I am not.", Category: "RN" - Speaker: Buyer, Sentence: "In fact, you are, anyway but I agree that the product is fantastic and because the product is fantastic, I want to have it in our channels' lineup but let me see. There is no credibility to your things because we have a market, products that you have a market reputation that they are not very good in their reputation as repeated revenue generators. I think that's why last few of your deals didn't get through because they didn't have potential to generate revenues. So I understand, product is fantastic, no doubt about that, but can it (inaudible 2:43) money?", Category: "S" - Speaker: Seller, Sentence: "Definitely. Why do you say so? Tell me about that.", Category: "Q" - Speaker: Buyer, Sentence: "Why do you say so? Tell me about that.", Category: "Q" - Speaker: Seller, Sentence: "See, that's a reason what I am saying in the best results what we have in the initial, it's got a rating of 10 rating and 20 share in the (overlapping) and based on the survey result, what --", Category: "MON" - Speaker: (Overlapping), Sentence: "nan", Category: "MOFF" - Speaker: Buyer, Sentence: "There was no one bought this product.", Category: "S" - Speaker: Seller, Sentence: "Which one?", Category: "Q" - Speaker: Buyer, Sentence: "The last few of them, no one bought any of the products.", Category: "I" - Speaker: Seller, Sentence: "See it's difficult for (inaudible 3:08). No. I don't know how much you understand the business of a production --", Category: "RN" - Speaker: Buyer, Sentence: "(Overlapping) making a product and I am in the business who actually generates revenue from it.", Category: "MON" - Speaker: Seller, Sentence: "Yeah. So you are into this telecasting or this syndication business but when it comes to the production companies, typically any production, even the topnotch product --", Category: "MON" - Speaker: Buyer, Sentence: "(Overlapping) advertising revenue which would generate revenues --", Category: "MON" - Speaker: (Overlapping), Sentence: "nan", Category: "MOFF" - Speaker: Seller, Sentence: "That's what I was saying. Any of the product could be any good but it may not generate the revenues and if it doesn't generate revenues, that that doesn't come up on my show.", Category: "S" - Speaker: Buyer, Sentence: "That's what I am trying to explain. If it is a topnotch production company, not more than 15% or 20% of the products they generally generate gets into the market for the mass scale telecast, it's only --", Category: "S" - Speaker: Seller, Sentence: "My production (inaudible 3:54) data. It's not at the bottom. It's the highest thing.", Category: "MON" - Speaker: Buyer, Sentence: "I agree with that. So my question is if Ultra Rangers will be able to generate revenues for my channel or not (inaudible) doubts on that. That's what I have been saying. I have no doubt about it, all this rating, anything. But I think it's likelihood of generating revenues for me and extend revenues, I don't think it's going to do the job. But there has to be some credibility to what you are saying. Don't exaggerate that it will reach 70% likelihood of it giving more than 5 rating. Now, I don't think that's that accurate. I would say that 70% of accuracy to give me not more than 3 ratings.", Category: "S" - Speaker: Seller, Sentence: "I think I don't know what is your source of information about that.", Category: "Q" - Speaker: Buyer, Sentence: "I think it's similar but they are just exaggerating. I have facts in front of me and I am just reading through them.", Category: "S" - Speaker: Seller, Sentence: "Yeah, I have facts in front of me.", Category: "S" - Speaker: Buyer, Sentence: "Anyway, we have some different sources and - anyway okay let me get to the point, price you want for your Ultra Rangers per episode.", Category: "I" - Speaker: Seller, Sentence: "You have this the first day on that, you quoted price based on what you perceive its value to you.", Category: "Q" - Speaker: Buyer, Sentence: "I would say $5,000 per episode.", Category: "OS" - Speaker: Seller, Sentence: "$5,000 per episode?", Category: "Q" - Speaker: Buyer, Sentence: "Yes. I will give you the payment of - and I would like to run this episode let's say eight times per episode runs, about eight times.", Category: "OS" - Speaker: Seller, Sentence: "Well I don't think that you are rating it for its right value and $5,000 is something which we don't even talk of further. It's like too low.", Category: "OR" - Speaker: Buyer, Sentence: "I will give you the money upfront.", Category: "OS" - Speaker: Seller, Sentence: "That's fine but this is one deal that you can have which will go through, it will increase your market reputation that you can't say something.", Category: "S" - Speaker: Buyer, Sentence: "Your past year, none has gone for it, you know that. And your bad market reputation, this might (inaudible 6:14).", Category: "S" - Speaker: Seller, Sentence: "Each product is independent and being one of the product is not good related with that product in dealing with another product --", Category: "S" - Speaker: Buyer, Sentence: "There is a reputation associated with the production house. Your reputation is not at all good in the market that this product can generate revenues --", Category: "S" - Speaker: Seller, Sentence: "No, but your product is running, audiences are hooked but they are not getting an advertisement.", Category: "S" - Speaker: Buyer, Sentence: "So it can't generate revenues if I buy your product. And despite that, I am giving such a wonderful offer upfront cash, 100% in the first year and $5,000 per episode.", Category: "OM" - Speaker: Seller, Sentence: "I don't think that's like what the value for that and --", Category: "OR" - Speaker: Buyer, Sentence: "If you are not happy with it, I will buy your other episode as well.", Category: "OS" - Speaker: Seller, Sentence: "We feel that this Ultra Rangers has a potential for WCHI to regain a relationship, regain its market value and what it has lost to WIN and pretty much regain its market share with Ultra Rangers. Ultra Rangers has the potential to get you back that position.", Category: "S" - Speaker: Buyer, Sentence: "My position is already very good. I am happy with that. It is just that we are missing you right now. We want to form a collaborative partnership with you and I will buy this Ultra Rangers and I propose to buy another one as well.", Category: "S" - Speaker: Seller, Sentence: "No. We cannot correlate with this - of course, if you like this product, we know that you will get back to us for the next product.", Category: "S" - Speaker: Buyer, Sentence: "So you don't want to sell me the other product, is that --", Category: "S" - Speaker: Seller, Sentence: "We are open to sell the next products, like we will love to have this as a long going relationship but --", Category: "S" - Speaker: Buyer, Sentence: "But if you are not open to anything, this --", Category: "MON" - Speaker: Seller, Sentence: "But this $5,000 is something like which is not at all worth its value and I don't think we can proceed any further from there.", Category: "OR" - Speaker: Buyer, Sentence: "Okay. So now I have told you my price. You don't want to have a deal with me or what?", Category: "S" - Speaker: Seller, Sentence: "What I can propose is that- so like $60,000 per episode and you can have five runs of an episode.", Category: "OM" - Speaker: Buyer, Sentence: "Are you crazy, five runs and $60,000?", Category: "OR" - Speaker: Seller, Sentence: "Yeah.", Category: "RP" - Speaker: Buyer, Sentence: "How about if we make it eight runs per episode?", Category: "OS" - 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" - Speaker: Buyer, Sentence: "We don't have standard, let's say eight.", Category: "OS" - Speaker: Seller, Sentence: "No, but in that case you have to increase the price, I don't want to like get people away --", Category: "OR" - Speaker: Buyer, Sentence: "And let's have $10,000 as the price per episode.", Category: "OS" - Speaker: Seller, Sentence: "That won't work out.", Category: "OR" - Speaker: Buyer, Sentence: "What will work out for you, you say $6,0000, that's not a price. That means you don't want to give me that.", Category: "S" - Speaker: Seller, Sentence: "I definitely want to give it to you and that's why I am here.", Category: "S" - Speaker: Buyer, Sentence: "So let's talk senses here.", Category: "MON" - Speaker: Seller, Sentence: "Yeah, that's what even I say like if the initial quote what you were talking about like completely out of this - I don't know --", Category: "S" Transcript: Coding Scheme_120904_16_2lmm_.xlsx - Speaker: Buyer, Sentence: "[Informal Talk 00:03] So, you can start. You're the seller.", Category: "MON" - Speaker: Seller, Sentence: "I'm the seller. I'm Holly [Name 02:05] Okay. So, as you know we want to sell this series [Inaudible 02:20] and it is a really good series. It has a rating of 10…", Category: "I" - Speaker: Buyer, Sentence: "Okay.", Category: "RP" - Speaker: Seller, Sentence: "…and 20 viewing shares in the last lot, okay? And we have a few buyers already, but we feel that in this area your channel is pretty good and we'll get good viewership. And we can have a long-term relationship. So, that is the idea. So, are you interested in making a deal?", Category: "S" - Speaker: Buyer, Sentence: "So, can you give me some rough figures that you have in your mind?", Category: "Q" - Speaker: Seller, Sentence: "So, we would like to have this deal. As you know, we have 100 episodes…", Category: "I" - Speaker: Buyer, Sentence: "Okay.", Category: "RP" - Speaker: Seller, Sentence: "…and we are looking at a five year contract. That is more or less fixed. We don't really want to change those parameters.", Category: "I" - Speaker: Buyer, Sentence: "Okay.", Category: "RP" - Speaker: Seller, Sentence: "But we're looking at $75,000 per episode…", Category: "OS" - Speaker: Buyer, Sentence: "Okay.", Category: "OA" - Speaker: Seller, Sentence: "…and around three runs…", Category: "OS" - Speaker: Buyer, Sentence: "Okay.", Category: "OA" - Speaker: Seller, Sentence: "…per episode.", Category: "MON" - Speaker: Buyer, Sentence: "Okay.", Category: "RP" - Speaker: Seller, Sentence: "So, that is what we are looking at.", Category: "I" - Speaker: Buyer, Sentence: "So, we are kind of in a neutral position now. We are an okay channel, but we need content like yours [Inaudible 04:10] What is this?", Category: "Q" - Speaker: Buyer, Sentence: "…for our channel. But $75,000 is just too high cause as my company representative I cannot get it for $75,000. I have clear guidelines. That is too high.", Category: "OR" - Speaker: Seller, Sentence: "Okay.", Category: "RP" - Speaker: Buyer, Sentence: "And three runs per episode is too less. We are looking for something around six runs per episode and then maybe you can negotiate on that.", Category: "OS" - Speaker: Seller, Sentence: "Okay.", Category: "OA" - Speaker: Buyer, Sentence: "So, it has to be six…", Category: "OS" - Speaker: Seller, Sentence: "Okay.", Category: "OA" - Speaker: Buyer, Sentence: "…and the maximum I can go is $50,000 per episode. ", Category: "OS" - Speaker: Seller, Sentence: "So, $50,000.", Category: "Q" - Speaker: Buyer, Sentence: "50000", Category: "MON" - Speaker: Seller, Sentence: "$50,000 is pretty low-that rate. Okay. So, we'll just keep that issue a little on the side.", Category: "OR" - Speaker: Buyer, Sentence: "Okay.", Category: "RP" - Speaker: Seller, Sentence: "Tell me about your financing scheme. Do you have something in mind? [Overlapping 05:00] But if you could tell us what you'd…", Category: "Q" - Speaker: Buyer, Sentence: "We would like an even spread out over five years. ", Category: "OS" - Speaker: Seller, Sentence: "Okay.", Category: "OA" - Speaker: Buyer, Sentence: "So, that is extremely important to us. The payment method will actually determine how much profit we get. ", Category: "S" - Speaker: Seller, Sentence: "So, five years that would be 20% you're saying?", Category: "Q" - Speaker: Buyer, Sentence: "Five years 20%.", Category: "OS" - Speaker: Seller, Sentence: "Okay. So, I don't think we would be able to offer you this five year [Inaudible 05:55]", Category: "OR" - Speaker: Buyer, Sentence: "Okay.", Category: "RP" - Speaker: Seller, Sentence: "Okay. Tell me something. We have these 100 episodes, right? So, typically from our past experiences each series will last you for two years.", Category: "S" - Speaker: Buyer, Sentence: "Okay.", Category: "RP" - Speaker: Seller, Sentence: "And typically this show does very good if you can air it on a Saturday. .. ", Category: "S" - Speaker: Buyer, Sentence: "Yeah.", Category: "RP" - Speaker: Seller, Sentence: "…morning…", Category: "I" - Speaker: Buyer, Sentence: "Yeah.", Category: "RP" - Speaker: Seller, Sentence: "…where the kids watch it…", Category: "I" - Speaker: Buyer, Sentence: "Yeah.", Category: "RP" - Speaker: Seller, Sentence: "…and the young adults watch it. ", Category: "I" - Speaker: Buyer, Sentence: "Yeah.", Category: "RP" - Speaker: Seller, Sentence: "It'll last you for two years.", Category: "I" - Speaker: Buyer, Sentence: "Okay.", Category: "RP" - Speaker: Seller, Sentence: "So, you can run this series twice. ", Category: "I" - Speaker: Buyer, Sentence: "No.", Category: "RN" - Speaker: Seller, Sentence: "That will be…", Category: "MON" - Speaker: Buyer, Sentence: "But 100 episodes every Saturday evening would be roughly two years?", Category: "Q" - Speaker: Seller, Sentence: "Correct.", Category: "RP" - Speaker: Buyer, Sentence: "Okay.", Category: "RP" - Speaker: Seller, Sentence: "So, even if you run this twice…", Category: "Q" - Speaker: Buyer, Sentence: "Okay.", Category: "RP" - Speaker: Seller, Sentence: "…on a Saturday…", Category: "I" - Speaker: Buyer, Sentence: "Okay.", Category: "RP" - Speaker: Seller, Sentence: "Okay? It will be two runs.", Category: "I" - Speaker: Buyer, Sentence: "Yeah.", Category: "RP" - Speaker: Seller, Sentence: "And maybe young adults typically are at home in the afternoons, weekends. So, we personally feel that four runs will be a good enough estimate for you. And going in for a six run, six run might be overkill because the characters will be exposed quite a bit and then you would stop getting the required returns. So, four might be good. Think about it and let us know.", Category: "S" - Speaker: Buyer, Sentence: "Okay.", Category: "RP" - Speaker: Seller, Sentence: "[Inaudible 07:15] As far as everything else, talk to me about it.", Category: "MON" - Speaker: Buyer, Sentence: "Okay. So, number of runs per episode we are pretty flexible on. That will also depend on payment, savings, and price per episode. They are a little important to us. So…", Category: "S" - Speaker: Seller, Sentence: "Okay.", Category: "RP" - Speaker: Buyer, Sentence: "For payment savings what's the best deal you can give?", Category: "Q" - Speaker: Seller, Sentence: "See, typically in our contracts we have a 50/25/25 split. That's the standard contract which we offer, okay for a four run deal.", Category: "OS" - Speaker: Buyer, Sentence: "Okay. Just a moment. Let me do the calculations. [Informal Talk 08:30] ", Category: "MON" - Speaker: Seller, Sentence: "So…", Category: "MON" - Speaker: Buyer, Sentence: "So, if you give me that at four runs per episode you'll have to price it really low for me to even break even. So…", Category: "S" - Speaker: Seller, Sentence: "So, what…?", Category: "Q" - Speaker: Buyer, Sentence: "Just a minute.", Category: "MON" - Speaker: Seller, Sentence: "50/25/25 is it?", Category: "Q" - Speaker: Buyer, Sentence: "Yeah. ", Category: "RP" - Speaker: Seller, Sentence: "So, what would be the price that you would be willing to offer for this financing scheme?", Category: "Q" - Speaker: Buyer, Sentence: "How do you find five runs per episode? Is that too much?", Category: "Q" - Speaker: Seller, Sentence: "Five runs at how much cost?", Category: "Q" - Speaker: Buyer, Sentence: "Say $50,000?", Category: "OS" - Speaker: Seller, Sentence: "That is with a 50/25/25 split, right?", Category: "OS" - Speaker: Buyer, Sentence: "But even this is coming out to be very, very less. ", Category: "OR" - Speaker: Seller, Sentence: "Okay. So, one more of this thing which we have is we have another series, okay, which is targeted towards young children. It was also doing pretty well. [Inaudible 10:10] is the name of the series. So, do you want to make a bundle deal? Are you looking to make a bundle deal? That is not really very costly.", Category: "S" - Speaker: Buyer, Sentence: "That is for…?", Category: "Q" - Speaker: Seller, Sentence: "That we're willing to offer…", Category: "I" - Speaker: Buyer, Sentence: "Okay. What term?", Category: "Q" - Speaker: Seller, Sentence: "Yeah.", Category: "RP" - Speaker: Buyer, Sentence: "Okay. So, I don't personally have too much information on the [Inaudible 10:30] deal except it is 100 episodes. So, do you have any extra information which could help me make a decision?", Category: "Q" - Speaker: Seller, Sentence: "Yeah. So, this is targeted towards young children from 3-7, okay? The rating of this show is very good. The show which [Inaudible 10:50] the advertisers, you might get slightly less advertising revenue because it's targeted towards young children.", Category: "S" - Speaker: Buyer, Sentence: "Okay.", Category: "RP" - Speaker: Seller, Sentence: "It might not be as high as [Inaudible 11:00] So, that's why we're offering a discount. It's not priced really, really high. We are willing to give it to you at a very special rate in case it is bundled with this [Inaudible 11:15]", Category: "S" - Speaker: Buyer, Sentence: "Okay. So, how much would that be?", Category: "Q" - Speaker: Seller, Sentence: "That would be around $20,000 per episode. But this price is negotiable. So, in case we can come up with a very good deal for [Inaudible 11:20] we can negotiate this further.", Category: "OS" - Speaker: Buyer, Sentence: "Okay.", Category: "OA" - Speaker: Buyer, Sentence: "So, I don't have any idea how much return I'll get if I spend $20,000 on this. So, I don't have much information. So, why I try to do that with you for now I think I should just concentrate on this.", Category: "S" - Speaker: Seller, Sentence: "Okay.", Category: "RP" - Speaker: Buyer, Sentence: "That could be a last ditch effort.", Category: "S" - Speaker: Seller, Sentence: "Okay. Okay.", Category: "RP" - Speaker: Buyer, Sentence: "So, I'm just trying to see [Informal Talk 11:45] ", Category: "MON" - Speaker: Seller, Sentence: "So, with five episodes, $50,000 and a 50/25/25 is it a good deal for you or it is not?", Category: "OM" - Speaker: Buyer, Sentence: "What other price is it?", Category: "Q" - Speaker: Seller, Sentence: "$50,000 per episode.", Category: "OS" - Speaker: Buyer, Sentence: "That's why I'm making a pittance here. If you can give me six runs per episode, but see I really don't even want to make any down payments at all given our financial situation. So, [Inaudible 12:35] is actually a drag on our resources. But even if I were to keep that and if I were to give you price per episode of $50,000, then I'd like six runs per episode.", Category: "OS" - Speaker: Seller, Sentence: "Okay. Let me check if that is possible. So, we'll be able to offer you the six runs per episode only in two cases-first is if you buy [Inaudible 13:30] at least at $15,000 per episode…", Category: "OS" - Speaker: Buyer, Sentence: "Okay.", Category: "OA" - Speaker: Seller, Sentence: "Okay? Or let me check if I can. Are you in a position at all to increase the down payment? ", Category: "Q" - Speaker: Seller, Sentence: "Can we even explore that option?", Category: "Q" - Speaker: Buyer, Sentence: "Let me see. Just a moment. [Informal Talk 13:50]", Category: "MON" Transcript: Coding Scheme_120904_17lmm_.xlsx - Speaker: Buyer, Sentence: "[Inaudible 00:03] You are from [Inaudible 00:15] and you guys have a [Inaudible 00:18] cartoon series called [Inaudible 00:20] which you are trying to sell into syndication. And I am from WCHI and we want to buy this. ", Category: "I" - Speaker: Seller, Sentence: "That's right.", Category: "RP" - Speaker: Buyer, Sentence: "So, any information you want to give me up front?", Category: "Q" - Speaker: Seller, Sentence: "I'm just eager to know what are the terms and conditions you're looking at? What is the price you're ready to pay for this? ", Category: "Q" - Speaker: Buyer, Sentence: "Yeah. Okay. So, [Inaudible 00:50] That's to be decided upon. So, I agree that [Inaudible 01:00] price per episode…", Category: "I" - Speaker: Seller, Sentence: "That's right.", Category: "RP" - Speaker: Buyer, Sentence: "…and the number of times I can air each episode.", Category: "I" - Speaker: Seller, Sentence: "Yes, runs per episode.", Category: "RP" - Speaker: Buyer, Sentence: "Runs per episode. And are there any other parameters we need to decide upon?", Category: "Q" - Speaker: Seller, Sentence: "Well, the payment schedule.", Category: "I" - Speaker: Buyer, Sentence: "The payment schedule. I think [Inaudible 01:25] right?", Category: "Q" - Speaker: Seller, Sentence: "Yeah. So, that's about…", Category: "RP" - Speaker: Buyer, Sentence: "And so, you almost have some expectations. So, let me give my expectations up front. ", Category: "I" - Speaker: Seller, Sentence: "Yeah.", Category: "RP" - Speaker: Buyer, Sentence: "My expectation is that I can pay you $35,000 per episode for [Inaudible 01:45]", Category: "OS" - Speaker: Seller, Sentence: "Okay. And how many runs are you looking for?", Category: "Q" - Speaker: Buyer, Sentence: "Number of runs would be six and payment schedule would be zero in first year…", Category: "OM" - Speaker: Seller, Sentence: "Okay.", Category: "OA" - Speaker: Buyer, Sentence: "…and then we can split it up in the next four years…", Category: "OS" - Speaker: Seller, Sentence: "How?", Category: "Q" - Speaker: Buyer, Sentence: "…on some percent basis. Ideally I would want 10% over the first year, 20% the second year, then 30%, then 40%, then 50%. ", Category: "OS" - Speaker: Seller, Sentence: "Firstly, as you know we have a very good production. A lot of other stations are also interested in buying the same from us. So, firstly I feel the price of $35,000 per episode is quite low. And what are the number of runs you're looking at?", Category: "OR" - Speaker: Buyer, Sentence: "Six.", Category: "OS" - Speaker: Seller, Sentence: "Six. Okay. Again, I mean the number of runs also are quite high.", Category: "OR" - Speaker: Buyer, Sentence: "That is very much the industry standard for these deals.", Category: "S" - Speaker: Seller, Sentence: "Well, beside that it's a deal which is starting out to be not really profitable for us especially considering we've got other offers from other places.", Category: "S" - Speaker: Buyer, Sentence: "I mean, yeah I know it has some popularity. That's why we're interested. But as far as we know right now all the networks are very occupied. There's lots of [Inaudible 03:10] as is the case with us. So, we are not really in the [Inaudible 03:15] And that's why I know none of the independent networks right now are willing to buy this except for only one.", Category: "S" - Speaker: Seller, Sentence: "Yeah and there are other distributors.", Category: "S" - Speaker: Buyer, Sentence: "Yeah. But the thing with them is they have a full lineup in telecasts. The lineup is really full. So, they don't really have a spot for introducing this right now.", Category: "S" - Speaker: Seller, Sentence: "I mean, I would not like to comment on whether their slot…", Category: "S" - Speaker: Buyer, Sentence: "I agree.", Category: "RP" - Speaker: Seller, Sentence: "...full or not does [Inaudible 03:45] The fact is they have come to us…", Category: "S" - Speaker: Buyer, Sentence: "Sure.", Category: "RP" - Speaker: Seller, Sentence: "…and they have shown a lot of interest in buying it from us.", Category: "S" - Speaker: Buyer, Sentence: "Yeah.", Category: "RP" - Speaker: Seller, Sentence: "In fact, probably more than any other currently.", Category: "S" - Speaker: Buyer, Sentence: "Okay.", Category: "RP" - Speaker: Seller, Sentence: "So, they're definitely the most interested as far as I can see.", Category: "S" - Speaker: Buyer, Sentence: "If you think that's true…", Category: "MON" - Speaker: Seller, Sentence: "It is. And as far as I see, we have so much viewership also it would be good for us to give the episodes to them. So, does [Inaudible 04:15] know about WCHI's condition and you've not been doing as well as WWIN. We would really like to help you all we can.", Category: "S" - Speaker: Buyer, Sentence: "While that's very interesting and I would like to make you an offer I can't because we are looking for a better offer. There's certainly no doubt that we have done pretty well. [Overlapping 04:35] ", Category: "S" - Speaker: Seller, Sentence: "Yes, I'm saying not as well as WWIN given that…", Category: "MON" - Speaker: Buyer, Sentence: "No, WWIN's bigger than us. Why do you think they're doing better than us? If you see where they turn up in the [Inaudible 04:45] it's probably higher than otherwise. So, we are not doing any worse than that.", Category: "RN" - Speaker: Seller, Sentence: "I…", Category: "MON" - Speaker: Buyer, Sentence: "Let's focus on the facts.", Category: "S" - Speaker: Seller, Sentence: "Sure. Sure.", Category: "RP" - Speaker: Buyer, Sentence: "So, [Inaudible 04:55] want to better that. So, tell me what their offer is.", Category: "S" - Speaker: Seller, Sentence: "I'm actually not allowed…", Category: "I" - Speaker: Buyer, Sentence: "Okay.", Category: "RP" - Speaker: Seller, Sentence: "…to really disclose those amounts…", Category: "I" - Speaker: Buyer, Sentence: "Okay. ", Category: "RP" - Speaker: Seller, Sentence: "But I can definitely tell you…", Category: "S" - Speaker: Buyer, Sentence: "Any ballpark?", Category: "Q" - Speaker: Seller, Sentence: "All I can tell you is that its currently more lucrative than the offer you're making to us and I would really [Inaudible 05:25]", Category: "S" - Speaker: Buyer, Sentence: "Okay. Alright. So, the figure I had was $35K per episode for six runs. So, okay if I give you the leisure of [Inaudible 05:35] the payments that you offered, what if there's some up front? ", Category: "Q" - Speaker: Seller, Sentence: "Okay.", Category: "RP" - Speaker: Buyer, Sentence: "How much will that help?", Category: "Q" - Speaker: Seller, Sentence: "Let me just see that.", Category: "MON" - Speaker: Buyer, Sentence: "Okay. ", Category: "RP" - Speaker: Seller, Sentence: "So, how much are you willing to pay me up front? It would help if you could tell me that.", Category: "Q" - Speaker: Buyer, Sentence: "Well, I actually want to do some numbers as well.", Category: "S" - Speaker: Seller, Sentence: "Alright. Sure. Sure.", Category: "RP" - Speaker: Buyer, Sentence: "Yeah. Let's both do the numbers and see. Okay. So, how about I give you 30% up front in year zero…", Category: "OS" - Speaker: Seller, Sentence: "Okay.", Category: "OA" - Speaker: Buyer, Sentence: "…and the year after 30% again in year one, 10% in year two, and 30% in year three?", Category: "OS" - Speaker: Seller, Sentence: "See, I would actually like to tell you whenever we sell any episodes to any of the television households…", Category: "S" - Speaker: Buyer, Sentence: "Sure.", Category: "RP" - Speaker: Seller, Sentence: "Sorry, not television households, the…", Category: "S" - Speaker: Buyer, Sentence: "Syndication companies.", Category: "Q" - Speaker: Seller, Sentence: "Yeah, the syndication companies…", Category: "RP" - Speaker: Buyer, Sentence: "Yeah.", Category: "RP" - Speaker: Seller, Sentence: "…we typically demand 50% of the payment in year zero up front, okay?", Category: "OS" - Speaker: Buyer, Sentence: "Okay. Okay.", Category: "OA" - Speaker: Seller, Sentence: "25-30% in the first year and the remaining in the second year. So, by second year all our payments are typically done because our rate of interest on the money which we're not having is quite huge and we're losing quite a bit of money. So, you see neither the number of runs or [Overlapping 09:30]", Category: "S" - Speaker: Buyer, Sentence: "You're not giving me a discount on the price as far as [Inaudible 09:35] so I think…", Category: "S" - Speaker: Seller, Sentence: "No. See, the thing is it's really a very popular show and the way I see it it's going to get quite a bit bigger. You can really take back your market leadership position. At least you can become the most popular…", Category: "S" - Speaker: Buyer, Sentence: "No, I don't think it'll give us the right to become the biggest station in…", Category: "S" - Speaker: Seller, Sentence: "See, because [Overlapping 09:55] The syndication which I'm [Inaudible 09:57] at least as far as audience goes WWIN is clearly the market leader right now. You're WCHI. Anyway, I don't think that's very valuable…", Category: "S" - Speaker: Buyer, Sentence: "Yeah.", Category: "RP" - Speaker: Seller, Sentence: "…because I have another customer who's ready to offer me more and I would like…", Category: "S" - Speaker: Buyer, Sentence: "I really after the yearly breakup that I'm suggesting you should be making good on the profit. ", Category: "S" - Speaker: Seller, Sentence: "No, actually like I told you our payment terms are 50% up front and finished by the second year. That is what we typically like to look at.", Category: "S" - Speaker: Buyer, Sentence: "Okay. Suppose I match your payment terms on the year front. Would you be willing to…", Category: "S" - Speaker: Seller, Sentence: "No, see because…", Category: "RN" - Speaker: Buyer, Sentence: "…lower your price per episode?", Category: "Q" - Speaker: Seller, Sentence: "…the amount of $35,000 is extremely low. I mean, I would look at it, but it's extremely low. What I'm looking at is somewhere around $65,000-70,000 per episode and what we're…", Category: "OS" - Speaker: Buyer, Sentence: "$65,000?", Category: "Q" - Speaker: Seller, Sentence: "That's the amount.", Category: "OS" - Speaker: Buyer, Sentence: "That's way, way too high, man. That's way too high.", Category: "OR" - Speaker: Seller, Sentence: "Like I said, I mean it's a very popular series and there are a lot of takers.", Category: "S" - Speaker: Buyer, Sentence: "Okay. So, suppose I match your payment schedule. What price are you willing to offer? What's the best that you can give me? ", Category: "Q" - Speaker: Seller, Sentence: "Let me…", Category: "MON" - Speaker: Buyer, Sentence: "Okay. I'm not saying let's make it final, but assuming I take your current schedule what's the best that you can give me? ", Category: "Q" - Speaker: Seller, Sentence: "[Informal Talk 12:55] Just one second.", Category: "MON" - Speaker: Buyer, Sentence: "Sure.", Category: "RP" - Speaker: Seller, Sentence: "Okay. As I can see, we're going into a loss of about more than $1 million for this year period-more than $1 million and that too.", Category: "S" - Speaker: Buyer, Sentence: "Assuming what price?", Category: "Q" - Speaker: Seller, Sentence: "Assuming a price which is lower than what we are expecting. Assuming a price of…", Category: "S" - Speaker: Buyer, Sentence: "$35,000 what I said?", Category: "Q" - Speaker: Seller, Sentence: "$35,000? I have taken $50,000 minimum as what we can come to in the most ideal of conditions. So, other than those conditions your price is giving me a loss of about $1 million which I'm sure will not be acceptable to the executives at [Inaudible 14:30]", Category: "S" - Speaker: Buyer, Sentence: "It seems like we are [Inaudible 14:32] then. ", Category: "MON" - Speaker: Seller, Sentence: "Maybe since we're talking about a deal for [Inaudible 14:40] we have another pretty great show called [Inaudible 14:45] which we've been trying to sell. So, would you be interested in looking at buying probably that as well? We could probably sell it as a combination deal we could work out. ", Category: "S" - Speaker: Buyer, Sentence: "Yeah. I might be interested in buying that, but the thing is…", Category: "RP" Transcript: Coding Scheme_120901_05SD_RN.xlsx - Speaker: Seller, Sentence: "Hi, Larry. Good afternoon. I am Hitesh. I am from Holly Films", Category: "MON" - Speaker: Buyer, Sentence: "I am from WCHI.", Category: "MON" - Speaker: Seller, Sentence: "Nice meeting you.", Category: "MON" - Speaker: Buyer, Sentence: "Same here. So we are interested in buying Ultra Rangers from you.", Category: "I" - Speaker: Seller, Sentence: "Oh yeah, that's like one of our fantastic products, like something which we are really proud of.", Category: "RP" - Speaker: Buyer, Sentence: "I couldn't agree with you more, that's why I am here to buy it. We want to invest in good products.", Category: "I" - Speaker: Seller, Sentence: "Sure. And you might already be knowing that Ultra Rangers got a rating of 10 rating and 20 shares in the competitive timeslot and like that's a reason like that's one of the products we are very proud of. The best part about Ultra Rangers is that it got an appeal for large set of audience, not only the kids but even the adults liked it. That's what the survey result showed. And the other survey which has been done by an independent agency shows that as and when it gets broadcasted on the channel, there is like almost 70% probability that it would get a rating of 5 or above. So we are really proud of this product.", Category: "S" - Speaker: Buyer, Sentence: "5 is not too high anyway.", Category: "RN" - Speaker: Seller, Sentence: "It's just 70% probability to get a rating of 5 or above. It could be 5, 6, 7 or something like that.", Category: "S" - Speaker: Buyer, Sentence: "Thinking about exaggerating, yeah, I agree the product is excellent and it has potential to go way up. But you are exaggerating the potential, but yeah, that's okay.", Category: "RN" - Speaker: Seller, Sentence: "No, I am not.", Category: "RN" - Speaker: Buyer, Sentence: "In fact, you are, anyway but I agree that the product is fantastic and because the product is fantastic, I want to have it in our channels' lineup but let me see. There is no credibility to your things because we have a market, products that you have a market reputation that they are not very good in their reputation as repeated revenue generators. I think that's why last few of your deals didn't get through because they didn't have potential to generate revenues. So I understand, product is fantastic, no doubt about that, but can it (inaudible 2:43) money?", Category: "S" - Speaker: Seller, Sentence: "Definitely. Why do you say so? Tell me about that.", Category: "RP" - Speaker: Buyer, Sentence: "Why do you say so? Tell me about that.", Category: "Q" - Speaker: Seller, Sentence: "See, that's a reason what I am saying in the best results what we have in the initial, it's got a rating of 10 rating and 20 share in the (overlapping) and based on the survey result, what --", Category: "MON" - Speaker: (Overlapping), Sentence: "nan", Category: "MOFF" - Speaker: Buyer, Sentence: "There was no one bought this product.", Category: "I" - Speaker: Seller, Sentence: "Which one?", Category: "Q" - Speaker: Buyer, Sentence: "The last few of them, no one bought any of the products.", Category: "I" - Speaker: Seller, Sentence: "See it's difficult for (inaudible 3:08). No. I don't know how much you understand the business of a production --", Category: "RN" - Speaker: Buyer, Sentence: "(Overlapping) making a product and I am in the business who actually generates revenue from it.", Category: "MON" - Speaker: Seller, Sentence: "Yeah. So you are into this telecasting or this syndication business but when it comes to the production companies, typically any production, even the topnotch product --", Category: "MON" - Speaker: Buyer, Sentence: "(Overlapping) advertising revenue which would generate revenues --", Category: "MON" - Speaker: (Overlapping), Sentence: "nan", Category: "MOFF" - Speaker: Seller, Sentence: "That's what I was saying. Any of the product could be any good but it may not generate the revenues and if it doesn't generate revenues, that that doesn't come up on my show.", Category: "S" - Speaker: Buyer, Sentence: "That's what I am trying to explain. If it is a topnotch production company, not more than 15% or 20% of the products they generally generate gets into the market for the mass scale telecast, it's only --", Category: "S" - Speaker: Seller, Sentence: "My production (inaudible 3:54) data. It's not at the bottom. It's the highest thing.", Category: "MON" - Speaker: Buyer, Sentence: "I agree with that. So my question is if Ultra Rangers will be able to generate revenues for my channel or not (inaudible) doubts on that. That's what I have been saying. I have no doubt about it, all this rating, anything. But I think it's likelihood of generating revenues for me and extend revenues, I don't think it's going to do the job. But there has to be some credibility to what you are saying. Don't exaggerate that it will reach 70% likelihood of it giving more than 5 rating. Now, I don't think that's that accurate. I would say that 70% of accuracy to give me not more than 3 ratings.", Category: "S" - Speaker: Seller, Sentence: "I think I don't know what is your source of information about that.", Category: "Q" - Speaker: Buyer, Sentence: "I think it's similar but they are just exaggerating. I have facts in front of me and I am just reading through them.", Category: "RN" - Speaker: Seller, Sentence: "Yeah, I have facts in front of me.", Category: "MON" - Speaker: Buyer, Sentence: "Anyway, we have some different sources and - anyway okay let me get to the point, price you want for your Ultra Rangers per episode.", Category: "Q" - Speaker: Seller, Sentence: "You have this the first day on that, you quoted price based on what you perceive its value to you.", Category: "MON" - Speaker: Buyer, Sentence: "I would say $5,000 per episode.", Category: "OS" - Speaker: Seller, Sentence: "$5,000 per episode?", Category: "Q" - Speaker: Buyer, Sentence: "Yes. I will give you the payment of - and I would like to run this episode let's say eight times per episode runs, about eight times.", Category: "P" - Speaker: Seller, Sentence: "Well I don't think that you are rating it for its right value and $5,000 is something which we don't even talk of further. It's like too low.", Category: "OR" - Speaker: Buyer, Sentence: "I will give you the money upfront.", Category: "P" - Speaker: Seller, Sentence: "That's fine but this is one deal that you can have which will go through, it will increase your market reputation that you can't say something.", Category: "S" - Speaker: Buyer, Sentence: "Your past year, none has gone for it, you know that. And your bad market reputation, this might (inaudible 6:14).", Category: "MON" - Speaker: Seller, Sentence: "Each product is independent and being one of the product is not good related with that product in dealing with another product --", Category: "S" - Speaker: Buyer, Sentence: "There is a reputation associated with the production house. Your reputation is not at all good in the market that this product can generate revenues --", Category: "S" - Speaker: Seller, Sentence: "No, but your product is running, audiences are hooked but they are not getting an advertisement.", Category: "RN" - Speaker: Buyer, Sentence: "So it can't generate revenues if I buy your product. And despite that, I am giving such a wonderful offer upfront cash, 100% in the first year and $5,000 per episode.", Category: "S" - Speaker: Seller, Sentence: "I don't think that's like what the value for that and --", Category: "OR" - Speaker: Buyer, Sentence: "If you are not happy with it, I will buy your other episode as well.", Category: "OS" - Speaker: Seller, Sentence: "We feel that this Ultra Rangers has a potential for WCHI to regain a relationship, regain its market value and what it has lost to WIN and pretty much regain its market share with Ultra Rangers. Ultra Rangers has the potential to get you back that position.", Category: "S" - Speaker: Buyer, Sentence: "My position is already very good. I am happy with that. It is just that we are missing you right now. We want to form a collaborative partnership with you and I will buy this Ultra Rangers and I propose to buy another one as well.", Category: "I" - Speaker: Seller, Sentence: "No. We cannot correlate with this - of course, if you like this product, we know that you will get back to us for the next product.", Category: "RN" - Speaker: Buyer, Sentence: "So you don't want to sell me the other product, is that --", Category: "Q" - Speaker: Seller, Sentence: "We are open to sell the next products, like we will love to have this as a long going relationship but --", Category: "I" - Speaker: Buyer, Sentence: "But if you are not open to anything, this --", Category: "MON" - Speaker: Seller, Sentence: "But this $5,000 is something like which is not at all worth its value and I don't think we can proceed any further from there.", Category: "OR" - Speaker: Buyer, Sentence: "Okay. So now I have told you my price. You don't want to have a deal with me or what?", Category: "Q" - Speaker: Seller, Sentence: "What I can propose is that- so like $60,000 per episode and you can have five runs of an episode.", Category: "OM" - Speaker: Buyer, Sentence: "Are you crazy, five runs and $60,000?", Category: "OR" - Speaker: Seller, Sentence: "Yeah.", Category: "MON" - Speaker: Buyer, Sentence: "How about if we make it eight runs per episode?", Category: "P" - 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: "I" - Speaker: Buyer, Sentence: "We don't have standard, let's say eight.", Category: "P" - Speaker: Seller, Sentence: "No, but in that case you have to increase the price, I don't want to like get people away --", Category: "I" - Speaker: Buyer, Sentence: "And let's have $10,000 as the price per episode.", Category: "OS" - Speaker: Seller, Sentence: "That won't work out.", Category: "OR" - Speaker: Buyer, Sentence: "What will work out for you, you say $6,0000, that's not a price. That means you don't want to give me that.", Category: "S" - Speaker: Seller, Sentence: "I definitely want to give it to you and that's why I am here.", Category: "S" - Speaker: Buyer, Sentence: "So let's talk senses here.", Category: "RN" - Speaker: Seller, Sentence: "Yeah, that's what even I say like if the initial quote what you were talking about like completely out of this - I don't know --", Category: "RN"
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 | 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 | 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.
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