Abstract
This paper suggests that for negotiation studies, the well-researched role of cognitive closure in decision-making should be supplemented with specific research on what sort of information is seized on as unambiguous, salient and easily processable by negotiators. A study of email negotiation is reported that suggests that negotiators seize on concrete examples as building blocks that produce immediate positive feedback and consequent utilization in establishing common ground.
| Original language | English |
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| Title of host publication | Group Decision and Negotiation : (GND) 2013 |
| Editors | Bilyana Martinovski |
| Place of Publication | Kista |
| Publisher | Department of Computer and Systems Development (DSV). Stockholm University |
| Publication date | 2013 |
| Pages | 269-275 |
| ISBN (Print) | 9789163734908 |
| Publication status | Published - 2013 |
| Event | 13th Meeting on Group Decision and Negotiation. 2013 - Stockholm University, Stockholm, Sweden Duration: 17 Jun 2013 → 21 Jun 2013 Conference number: 13 http://gdn2013.blogs.dsv.su.se/ |
Conference
| Conference | 13th Meeting on Group Decision and Negotiation. 2013 |
|---|---|
| Number | 13 |
| Location | Stockholm University |
| Country/Territory | Sweden |
| City | Stockholm |
| Period | 17/06/2013 → 21/06/2013 |
| Internet address |