The Double Monologue Principle: Argumentation in Email Negotiation

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    Abstract

    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
    DOIs
    Publication statusPublished - 2011
    SeriesWorking Paper / Intercultural Communication and Management

    Keywords

    • Email
    • Negotiation
    • Argumentation

    Cite this

    Bülow, A. M. (2011). The Double Monologue Principle: Argumentation in Email Negotiation. Institut for Interkulturel Kommunikation og Ledelse, IKL. Copenhagen Business School. Working Paper / Intercultural Communication and Management https://doi.org/10.2139/ssrn.1899225