Table 2.

Descriptions of the turns [according to Kolb (2004)]

Turn	Description	Example
Interruption	Disrupting a move by a short pause in the action. It can help a negotiator to regain control, for instance	(Since participants could have multiple negotiations simultaneously, we ignored the time periods between messages in our analysis.)
Naming	Naming a move signals recognition that you know what is happening and suggests that you will not be fooled	If you had [CarCerti], you would not offer me 12,500.
Questioning	Questioning a move shows that something about it is not understood. It is thrown back at the other person to imply that the negotiator is unsure what prompted it	And not even a warranty on the engine. How can I be sure?
Correcting	Correcting a move with an improving turn substitutes a motivation or different version implied by the move and can neutralize the move	Please look at the full analysis! The car has some added value.
Diverting	A redirecting turn directs the focus to the problem. It is a way to ignore the implication of the move and for the negotiator to take control (e.g., distract from the negotiation object’s condition)	What would your final price be if I were to purchase the data?
		But has a very up-to-date MFK.