The Double Monologue Principle: Argumentation in Email Negotiation
15 Pages Posted: 1 Aug 2011
Date Written: July 31, 2011
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
JEL Classification: D74, D83
Suggested Citation: Suggested Citation