The Double Monologue Principle: Argumentation in Email Negotiation

Anne Marie Bülow

    Research output: Working paperResearch

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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.
    Original languageEnglish
    Place of PublicationFrederiksberg
    PublisherInstitut for Interkulturel Kommunikation og Ledelse, IKL. Copenhagen Business School
    Number of pages15
    Publication statusPublished - 2011
    SeriesWorking Paper / Intercultural Communication and Management


    • Email
    • Negotiation
    • Argumentation

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