The Power of Example: Closure and Common Ground

Anne Marie Bülow

The Power of Example: Closure and Common Ground

Anne Marie Bülow

Publikation: Bidrag til bog/antologi/rapport › Konferencebidrag i proceedings › Forskning › peer review

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Abstract

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.

Originalsprog	Engelsk
Titel	Group Decision and Negotiation : (GND) 2013
Redaktører	Bilyana Martinovski
Udgivelsessted	Kista
Forlag	Department of Computer and Systems Development (DSV). Stockholm University
Publikationsdato	2013
Sider	269-275
ISBN (Trykt)	9789163734908
Status	Udgivet - 2013
Begivenhed	13th Meeting on Group Decision and Negotiation. 2013 - Stockholm University, Stockholm, Sverige Varighed: 17 jun. 2013 → 21 jun. 2013 Konferencens nummer: 13 http://gdn2013.blogs.dsv.su.se/

Konference

Konference	13th Meeting on Group Decision and Negotiation. 2013
Nummer	13
Lokation	Stockholm University
Land/Område	Sverige
By	Stockholm
Periode	17/06/2013 → 21/06/2013
Internetadresse	http://gdn2013.blogs.dsv.su.se/

Emneord

Cognitive closure
Email negotiation
Argumentation

Adgang til dokumentet

BülowForlagets udgivne version, 203 KBLicens: CC BY-NC-ND

http://gdn2013.blogs.dsv.su.se/files/2012/05/proceedings_send_to_print_v51.pdfLicens: Ikke-specificeret

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Citationsformater

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title = "The Power of Example: Closure and Common Ground",

abstract = "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.",

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Bülow, AM 2013, The Power of Example: Closure and Common Ground. i B Martinovski (red.), Group Decision and Negotiation: (GND) 2013. Department of Computer and Systems Development (DSV). Stockholm University , Kista, s. 269-275, 13th Meeting on Group Decision and Negotiation. 2013, Stockholm, Sverige, 17/06/2013. <http://gdn2013.blogs.dsv.su.se/files/2012/05/proceedings_send_to_print_v51.pdf>

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N2 - 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.

AB - 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.

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KW - Argumentation

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