The Double Monologue Principle: Argumentation in Email Negotiation

    Publikation: Working paperForskning

    18 Downloads (Pure)

    Abstrakt

    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
    UdgivelsesstedFrederiksberg
    UdgiverInstitut for Interkulturel Kommunikation og Ledelse, IKL. Copenhagen Business School
    Antal sider15
    DOI
    StatusUdgivet - 2011
    NavnWorking Paper / Intercultural Communication and Management

    Emneord

    • Email
    • Negotiation
    • Argumentation

    Citationsformater