The Double Monologue Principle: Argumentation in Email Negotiation

    Publikation: Working paperForskning

    Resumé

    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.
    OriginalsprogEngelsk
    Udgivelses stedFrederiksberg
    UdgiverCopenhagen Business School Press
    Sider1-15
    StatusUdgivet - 2011

    Emneord

    • Email
    • Negotiation
    • Argumentation

    Citer dette

    Bülow, A. M. (2011). The Double Monologue Principle: Argumentation in Email Negotiation. (s. 1-15). Frederiksberg: Copenhagen Business School Press.
    Bülow, Anne Marie. / The Double Monologue Principle : Argumentation in Email Negotiation. Frederiksberg : Copenhagen Business School Press, 2011. s. 1-15
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    Bülow, AM 2011 'The Double Monologue Principle: Argumentation in Email Negotiation' Copenhagen Business School Press, Frederiksberg, s. 1-15.

    The Double Monologue Principle : Argumentation in Email Negotiation. / Bülow, Anne Marie.

    Frederiksberg : Copenhagen Business School Press, 2011. s. 1-15.

    Publikation: Working paperForskning

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    Bülow AM. The Double Monologue Principle: Argumentation in Email Negotiation. Frederiksberg: Copenhagen Business School Press. 2011, s. 1-15.