http://hdl.handle.net/10398/79 2013-05-22T03:29:49Z 2013-05-22T03:29:49Z Bülow, Anne Marie http://hdl.handle.net/10398/8239 2011-05-25T09:16:12Z 2011-01-19T00:00:00Z

Email Negotiation Bülow, Anne Marie This paper investigates a set of email negotiations in order to explain a high number of deadlocks. The paper argues that one reason is the combination of cognitive effort characteristic of the e-mail genre, and the argumentative pattern found when two parties simultaneously try to persuade the other of the justice of their cause. For a negotiation involving the wording of a contract, the evidence suggests that, while there is a distinct advantage in the features of reviewability and revisablity, the email format allows selective attention to the other party’s arguments, which can be shown to block suggestions and lead to sub-optimal results.

2011-01-19T00:00:00Z Bülow, Anne Marie http://hdl.handle.net/10398/7923 2011-05-25T09:14:49Z 2009-10-01T08:05:58Z

Email in international negotiation Bülow, Anne Marie This paper investigates the advantages and disadvantages of the use of email to obtain agreement between two parties with overlapping but also conflicting interests. The literature on Media Richness suggests that email is too lean to facilitate agreement; but all supporting evidence stems from homogenous populations. This paper, however, starts from the hypothesis that in connection with lingua franca interaction, the text format provides advantages for parties that need to think how to phrase an argument. However, the evidence provided from a negotiation task performed by international business students indicates that, while there is a distinct advantage in the feature of reviewability, the text format itself also poses a problem because it allows selective attention.

2009-10-01T08:05:58Z Fabech, Sidsel Grøn http://hdl.handle.net/10398/6847 2011-09-08T10:13:25Z 2008-01-23T00:00:00Z

Diskurser er som floder af viden, der løber gennem tiden Fabech, Sidsel Grøn Dette working paper præsenterer den tysk lingvist Siegfried Jägers diskursanalytiske metodeapparat i en dansk kontekst. Jägers diskurstilgang placerer sig mellem den kritiske diskursanalyse og diskursteorien. Med udgangspunkt i Foucaults diskursbegreb har Jäger udviklet en række konkrete begreber, analyseniveauer og analyseskridt, der er designet til at kortlægge diskursers historiske aspekter såvel som interdiskursive relationer. Jägers metodeapparat har således til formål at understøtte en multifacetteret analyse af særligt store samlinger af tekst og at afdække diskursive netværk hhv. kommunikationskulturer i deres helhed.

2008-01-23T00:00:00Z