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The Power of Example: Closure and Common Ground

Publication: Research - peer-reviewArticle in proceedings

This paper suggests that for negotiation studies, the well-researched role of cognitive closure in decision-making should be supplemented with specific research on what sort of information is seized on as unambiguous, salient and easily processable by negotiators. A study of email negotiation is reported that suggests that negotiators seize on concrete examples as building blocks that produce immediate positive feedback and consequent utilization in establishing common ground.

Publication information

Original languageEnglish
Title of host publicationGroup Decision and Negotiation : (GND) 2013
EditorsBilyana Martinovski
Place of PublicationKista
PublisherDepartment of Computer and Systems Development (DSV). Stockholm University
Publication date2013
Pages269-275
ISBN (print)9789163734908
StatePublished - 2013
Event - Stockholm, Sweden

Conference

Conference13th Meeting on Group Decision and Negotiation. 2013
Nummer13
LocationStockholm University
LandSweden
ByStockholm
Periode17/06/201321/06/2013
Internetadresse

ID: 38686120