The Double Monologue Principle: Argumentation in Email Negotiation

    Research output: Working paperResearch

    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
    PublisherCopenhagen Business School Press
    Pages1-15
    Publication statusPublished - 2011

    Cite this

    Bülow, A. M. (2011). The Double Monologue Principle: Argumentation in Email Negotiation. (pp. 1-15). Frederiksberg: Copenhagen Business School Press.
    Bülow, Anne Marie. / The Double Monologue Principle : Argumentation in Email Negotiation. Frederiksberg : Copenhagen Business School Press, 2011. pp. 1-15
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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.",
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    Bülow, AM 2011 'The Double Monologue Principle: Argumentation in Email Negotiation' Copenhagen Business School Press, Frederiksberg, pp. 1-15.

    The Double Monologue Principle : Argumentation in Email Negotiation. / Bülow, Anne Marie.

    Frederiksberg : Copenhagen Business School Press, 2011. p. 1-15.

    Research output: Working paperResearch

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    AB - 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.

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    Bülow AM. The Double Monologue Principle: Argumentation in Email Negotiation. Frederiksberg: Copenhagen Business School Press. 2011, p. 1-15.