The Double Monologue Principle: Argumentation in Email Negotiation

15 Pages Posted: 1 Aug 2011

Date Written: July 31, 2011

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.

Keywords: email, negotiation, argumentation

JEL Classification: D74, D83

Suggested Citation

Bülow, Anne Marie, The Double Monologue Principle: Argumentation in Email Negotiation (July 31, 2011). Available at SSRN: https://ssrn.com/abstract=1899225 or http://dx.doi.org/10.2139/ssrn.1899225

Anne Marie Bülow (Contact Author)

Copenhagen Business School ( email )

Solbjerg Plads 3
Frederiksberg C, DK - 2000
Denmark

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