Table 2 The distribution of refusal strategies among three groups over each scenario.
Strategies | Request | Offer | ||||||||||||||||||||||
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
+P | =P | +P | =P | |||||||||||||||||||||
EM | NEM | HS | EM | NEM | HS | EM | NEM | HS | EM | NEM | HS | |||||||||||||
n | % | n | % | n | % | n | % | n | % | n | % | n | % | n | % | n | % | n | % | n | % | n | % | |
I a | 0 | 0.00 | 1 | 0.42 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 1 | 0.64 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 |
I b1 | 1 | 0.32 | 0 | 0.00 | 2 | 0.93 | 3 | 1.42 | 5 | 2.79 | 12 | 7.69 | 1 | 0.40 | 0 | 0.00 | 2 | 1.12 | 4 | 1.72 | 3 | 1.58 | 4 | 2.67 |
I b2 | 29 | 9.35 | 13 | 5.51 | 20 | 9.30 | 14 | 6.60 | 19 | 10.61 | 23 | 14.74 | 9 | 3.60 | 24 | 11.65 | 47 | 26.40 | 22 | 9.44 | 20 | 10.53 | 12 | 8.00 |
Total direct | 30 | 9.7 | 14 | 5.9 | 22 | 10.2 | 17 | 8.0 | 24 | 13.4 | 36 | 23.1 | 10 | 4.0 | 24 | 11.7 | 49 | 27.5 | 26 | 11.2 | 23 | 12.1 | 16 | 10.7 |
II a | 71 | 22.90 | 60 | 25.42 | 60 | 27.91 | 63 | 29.72 | 44 | 24.58 | 39 | 25.00 | 27 | 10.80 | 25 | 12.14 | 36 | 20.22 | 3 | 1.29 | 6 | 3.16 | 19 | 12.67 |
II b | 3 | 0.97 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 1 | 0.40 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 |
II c | 78 | 25.16 | 74 | 31.36 | 65 | 30.23 | 55 | 25.94 | 60 | 33.52 | 36 | 23.08 | 69 | 27.60 | 58 | 28.16 | 28 | 15.73 | 19 | 8.15 | 23 | 12.11 | 19 | 12.67 |
II d1 | 5 | 1.61 | 3 | 1.27 | 2 | 0.93 | 3 | 1.42 | 2 | 1.12 | 0 | 0.00 | 5 | 2.00 | 9 | 4.37 | 0 | 0.00 | 16 | 6.87 | 12 | 6.32 | 39 | 26.00 |
II d2 | 5 | 1.61 | 6 | 2.54 | 3 | 1.40 | 31 | 14.62 | 20 | 11.17 | 29 | 18.59 | 4 | 1.60 | 1 | 0.49 | 6 | 3.37 | 0 | 0.00 | 0 | 0.00 | 1 | 0.67 |
II e | 1 | 0.32 | 2 | 0.85 | 0 | 0.00 | 1 | 0.47 | 0 | 0.00 | 1 | 0.64 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 2 | 0.86 | 1 | 0.53 | 0 | 0.00 |
II f | 6 | 1.94 | 4 | 1.69 | 3 | 1.40 | 1 | 0.47 | 3 | 1.68 | 0 | 0.00 | 2 | 0.80 | 0 | 0.00 | 0 | 0.00 | 4 | 1.72 | 7 | 3.68 | 2 | 1.33 |
II g | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 2 | 0.94 | 1 | 0.56 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 2 | 0.86 | 7 | 3.68 | 0 | 0.00 |
II h | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 1 | 0.56 | 1 | 0.64 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 1 | 0.43 | 0 | 0.00 | 0 | 0.00 |
II i1 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 1 | 0.47 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0 | 1 | 0.53 | 0 | 0.00 |
II i3 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 4 | 1.89 | 3 | 1.68 | 1 | 0.64 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0 | 0 | 0.00 | 2 | 1.33 |
II i5 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 30 | 12.88 | 23 | 12.11 | 5 | 3.33 |
II i6 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 |
II k2 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 1 | 0.43 | 0 | 0.00 | 0 | 0.00 |
II k3 | 1 | 0.32 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 1 | 0.67 |
II k4 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 1 | 0.40 | 1 | 0.49 | 0 | 0.00 | 1 | 0.43 | 1 | 0.53 | 0 | 0.00 |
II k5 | 0 | 0.00 | 0 | 0.00 | 1 | 0.47 | 0 | 0.00 | 0 | 0.00 | 1 | 0.64 | 0 | 0.00 | 0 | 0.00 | 1 | 0.56 | 0 | 0.00 | 0 | 0.00 | 1 | 0.67 |
Total indirect | 170 | 54.8 | 149 | 63.1 | 134 | 62.3 | 161 | 75.9 | 134 | 74.9 | 108 | 69.2 | 109 | 43.6 | 94 | 45.6 | 71 | 39.9 | 79 | 33.9 | 81 | 42.6 | 89 | 59.3 |
III a | 38 | 12.26 | 38 | 16.10 | 26 | 12.09 | 4 | 1.89 | 5 | 2.79 | 4 | 2.56 | 4 | 1.60 | 8 | 3.88 | 5 | 2.81 | 0 | 0.00 | 8 | 4.21 | 1 | 0.67 |
III c | 7 | 2.26 | 2 | 0.85 | 0 | 0.00 | 7 | 3.30 | 7 | 3.91 | 2 | 1.28 | 2 | 0.80 | 1 | 0.49 | 0 | 0.00 | 9 | 3.86 | 1 | 0.53 | 0 | 0.00 |
III d | 1 | 0.32 | 0 | 0.00 | 1 | 0.47 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 87 | 34.80 | 56 | 27.18 | 26 | 14.61 | 94 | 40.34 | 63 | 33.16 | 39 | 26.00 |
III e | 41 | 13.23 | 19 | 8.05 | 23 | 10.70 | 14 | 6.60 | 1 | 0.56 | 4 | 2.56 | 32 | 12.80 | 19 | 9.22 | 21 | 11.80 | 22 | 9.44 | 12 | 6.32 | 3 | 2.00 |
III f | 23 | 7.42 | 14 | 5.93 | 9 | 4.19 | 9 | 4.25 | 8 | 4.47 | 2 | 1.28 | 6 | 2.40 | 4 | 1.94 | 6 | 3.37 | 3 | 1.29 | 2 | 1.05 | 2 | 1.33 |
Total adjuncts | 110 | 35.5 | 73 | 30.9 | 59 | 27.4 | 34 | 16.0 | 21 | 11.7 | 12 | 7.7 | 131 | 52.4 | 88 | 42.7 | 58 | 32.6 | 128 | 54.9 | 86 | 45.3 | 45 | 30 |
Total strategies | 310 | 100 | 236 | 100 | 215 | 100 | 212 | 100 | 179 | 100 | 156 | 100 | 250 | 100 | 206 | 100 | 178 | 100 | 233 | 100 | 190 | 100 | 150 | 100 |
Strategies | Suggestion | Invitation | ||||||||||||||||||||||
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
+P | =P | +P | =P | |||||||||||||||||||||
EM | NEM | HS | EM | NEM | HS | EM | NEM | HS | EM | NEM | HS | |||||||||||||
n | % | n | % | n | % | n | % | n | % | n | % | n | % | n | % | n | % | n | % | n | % | n | % | |
I a | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 1 | 0.72 | 0 | 0.00 | 0 | 0.00 | 1 | 0.57 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 |
I b1 | 3 | 1.38 | 2 | 1.20 | 7 | 4.86 | 11 | 6.32 | 9 | 5.66 | 11 | 7.91 | 3 | 1.19 | 7 | 3.70 | 2 | 1.15 | 4 | 1.69 | 1 | 0.54 | 3 | 1.81 |
I b2 | 6 | 2.76 | 7 | 4.19 | 18 | 12.50 | 26 | 14.94 | 20 | 12.58 | 22 | 15.83 | 26 | 10.28 | 13 | 6.88 | 28 | 16.09 | 21 | 8.86 | 12 | 6.49 | 24 | 14.46 |
Total direct | 9 | 4.1 | 9 | 5.4 | 25 | 17.4 | 37 | 21.3 | 29 | 18.2 | 34 | 24.5 | 29 | 11.5 | 20 | 10.6 | 31 | 17.8 | 25 | 10.5 | 13 | 7.0 | 27 | 16.3 |
II a | 10 | 4.61 | 10 | 5.99 | 17 | 11.81 | 4 | 2.30 | 16 | 10.06 | 12 | 8.63 | 28 | 11.07 | 35 | 18.52 | 35 | 20.11 | 39 | 16.46 | 42 | 22.70 | 39 | 23.49 |
II b | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 |
II c | 48 | 22.12 | 51 | 30.54 | 47 | 32.64 | 43 | 24.71 | 50 | 31.45 | 51 | 36.69 | 61 | 24.11 | 70 | 37.04 | 51 | 29.31 | 65 | 27.43 | 71 | 38.38 | 53 | 31.93 |
II d1 | 2 | 0.92 | 0 | 0.00 | 0 | 0.00 | 6 | 3.45 | 5 | 3.14 | 1 | 0.72 | 6 | 2.37 | 0 | 0.00 | 0 | 0.00 | 1 | 0.42 | 4 | 2.16 | 1 | 0.60 |
II d2 | 0 | 0.00 | 1 | 0.60 | 0 | 0.00 | 1 | 0.57 | 2 | 1.26 | 1 | 0.72 | 2 | 0.79 | 1 | 0.53 | 1 | 0.57 | 3 | 1.27 | 1 | 0.54 | 0 | 0.00 |
II e | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 1 | 0.57 | 0 | 0.00 | 0 | 0.00 | 1 | 0.40 | 0 | 0.00 | 0 | 0.00 | 2 | 0.84 | 0 | 0.00 | 1 | 0.60 |
II f | 14 | 6.45 | 16 | 9.58 | 3 | 2.08 | 8 | 4.60 | 5 | 3.14 | 2 | 1.44 | 2 | 0.79 | 3 | 1.59 | 1 | 0.57 | 12 | 5.06 | 8 | 4.32 | 5 | 3.01 |
II g | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 1 | 0.63 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 |
II h | 0 | 0.00 | 2 | 1.20 | 0 | 0.00 | 0 | 0.00 | 1 | 0.63 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 |
II i1 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 |
II i3 | 0 | 0.00 | 1 | 0.60 | 1 | 0.69 | 5 | 2.87 | 7 | 4.40 | 1 | 0.72 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 |
II i5 | 0 | 0.00 | 1 | 0.60 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 |
II i6 | 13 | 5.99 | 7 | 4.19 | 2 | 1.39 | 5 | 2.87 | 1 | 0.63 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 |
II k2 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 |
II k3 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 1 | 0.57 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 1 | 0.42 | 1 | 0.54 | 0 | 0.00 |
II k4 | 1 | 0.46 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 0 | 0.00 | 1 | 0.42 | 0 | 0.00 | 0 | 0.00 |
II k5 | 0 | 0.00 | 0 | 0.00 | 3 | 2.08 | 0 | 0.00 | 0 | 0.00 | 2 | 1.44 | 0 | 0.00 | 0 | 0.00 | 3 | 1.72 | 0 | 0.00 | 0 | 0.00 | 1 | 0.60 |
Total indirect | 88 | 40.6 | 89 | 53.3 | 73 | 50.7 | 74 | 42.5 | 88 | 55.3 | 70 | 50.4 | 100 | 39.5 | 109 | 57.7 | 91 | 52.3 | 124 | 52.3 | 127 | 68.6 | 100 | 60.2 |
III a | 28 | 12.90 | 27 | 16.17 | 8 | 5.56 | 9 | 5.17 | 9 | 5.66 | 6 | 4.32 | 45 | 17.79 | 33 | 17.46 | 18 | 10.34 | 17 | 7.17 | 18 | 9.73 | 17 | 10.24 |
III c | 10 | 4.61 | 1 | 0.60 | 0 | 0.00 | 6 | 3.45 | 1 | 0.63 | 0 | 0.00 | 8 | 3.16 | 1 | 0.53 | 1 | 0.57 | 9 | 3.80 | 3 | 1.62 | 0 | 0.00 |
III d | 47 | 21.66 | 27 | 16.17 | 24 | 16.67 | 37 | 21.26 | 25 | 15.72 | 25 | 17.99 | 31 | 12.25 | 12 | 6.35 | 14 | 8.05 | 33 | 13.92 | 15 | 8.11 | 15 | 9.04 |
III e | 25 | 11.52 | 9 | 5.39 | 14 | 9.72 | 5 | 2.87 | 2 | 1.26 | 2 | 1.44 | 23 | 9.09 | 7 | 3.70 | 15 | 8.62 | 11 | 4.64 | 5 | 2.70 | 4 | 2.41 |
III f | 10 | 4.61 | 5 | 2.99 | 0 | 0.00 | 6 | 3.45 | 5 | 3.14 | 2 | 1.44 | 17 | 6.72 | 7 | 3.70 | 4 | 2.30 | 18 | 7.59 | 4 | 2.16 | 3 | 1.81 |
Total adjuncts | 120 | 55.3 | 69 | 41.3 | 46 | 31.9 | 63 | 36.2 | 42 | 26.4 | 35 | 25.2 | 124 | 49.0 | 60 | 31.7 | 52 | 29.9 | 88 | 37.1 | 45 | 24.3 | 39 | 23.5 |
Total strategies | 217 | 100 | 167 | 100 | 144 | 100 | 174 | 100 | 159 | 100 | 139 | 100 | 253 | 100 | 189 | 100 | 174 | 100 | 237 | 100 | 185 | 100 | 166 | 100 |
