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.
|Place of Publication||Frederiksberg|
|Publisher||Institut for Interkulturel Kommunikation og Ledelse, IKL. Copenhagen Business School|
|Number of pages||15|
|Publication status||Published - 2011|
|Series||Working Paper / Intercultural Communication and Management|
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