A coding scheme was developed to characterize the process of negotiation, suggest a methodology for examining tactical use in negotiation, and examine the influence of tactics on negotiation behavior and outcomes. The categorization scheme identifies nine tactics in negotiators' interactions, including single-issue offers, packaged offers, integrative behaviors, requests for information, concern for the other party, revealing information, negative reactions, positive reactions, and threats. The interaction patterns, and the use of tactics in negotiation pairs that were successful in achieving integrative agreements and in negotiation pairs who were less successful, were examined. Results indicated that the number of offers suggested by negotiators, both single-issue and multiple-issue, was negatively related to the level of integrativeness achieved by the dyad. Showing awareness and concern for the opponent and providing information were both positively related to integrativeness of the outcome. It was concluded that negotiators' tactics are interdependent in influencing the efficiency of negotiated agreements and that negotiators in successful and unsuccessful dyads respond differently to their opponent's tactics. 4 tables, 1 appendix, and about 50 references. (Author abstract modified)