The Double Monologue Principle: Argumentation in Email Negotiation

Anne Marie Bülow

Copenhagen Business School

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.

The Double Monologue Principle- Argumentation in Email Negotiation

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