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The paper argues that if email negotiation seems to be more difficult than face-to-face meetings, it is not because of the leanness of the medium, but because the turn-taking system in mail encourages monologues of argumentation and cherry-picking responses. The study builds on 40 negotiation dyads.

Publication information

Original languageEnglish
Place of PublicationFrederiksberg
PublisherCopenhagen Business School Press
Pages (from-to)1-15
StatePublished - 2011

ID: 32501776