@techreport{2575937b53234756bef01be17ca3ebf8,
title = "The Double Monologue Principle: Argumentation in Email Negotiation",
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. ",
keywords = "Email, Negotiation, Argumentation, Email, Negotiation, Argumentation",
author = "B{\"u}low, {Anne Marie}",
year = "2011",
doi = "10.2139/ssrn.1899225",
language = "English",
series = "Working Paper / Intercultural Communication and Management",
publisher = "Institut for Interkulturel Kommunikation og Ledelse, IKL. Copenhagen Business School",
address = "Denmark",
type = "WorkingPaper",
institution = "Institut for Interkulturel Kommunikation og Ledelse, IKL. Copenhagen Business School",
}