The Power of Example: Closure and Common Ground

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    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 languageEnglish
    Title of host publicationGroup Decision and Negotiation : (GND) 2013
    EditorsBilyana Martinovski
    Place of PublicationKista
    PublisherDepartment of Computer and Systems Development (DSV). Stockholm University
    Publication date2013
    Pages269-275
    ISBN (Print)9789163734908
    Publication statusPublished - 2013
    Event13th Meeting on Group Decision and Negotiation. 2013 - Stockholm University, Stockholm, Sweden
    Duration: 17 Jun 201321 Jun 2013
    Conference number: 13
    http://gdn2013.blogs.dsv.su.se/

    Conference

    Conference13th Meeting on Group Decision and Negotiation. 2013
    Number13
    LocationStockholm University
    CountrySweden
    CityStockholm
    Period17/06/201321/06/2013
    Internet address

    Cite this

    Bülow, A. M. (2013). The Power of Example: Closure and Common Ground. In B. Martinovski (Ed.), Group Decision and Negotiation: (GND) 2013 (pp. 269-275). Department of Computer and Systems Development (DSV). Stockholm University . http://gdn2013.blogs.dsv.su.se/files/2012/05/proceedings_send_to_print_v51.pdf