Browsing Working Papers (IKK) by Author "Bülow, Anne Marie"
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Bülow, Anne Marie (, 2009)[More information][Less information]
Abstract: 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. URI: http://hdl.handle.net/10398/7923 Files in this item: 1
Working Paper 1-2009.pdf (168.5Kb) -
Argument, Cognition and Deadlock in Email NegotiationBülow, Anne Marie (Frederiksberg, 2010)[More information][Less information]
Abstract: 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. URI: http://hdl.handle.net/10398/8239 Files in this item: 1
Email working paper.pdf (102.9Kb)
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