Email in international negotiation

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Email in international negotiation

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dc.contributor.author Bülow, Anne Marie
dc.date.accessioned 2009-09-24
dc.date.accessioned 2009-10-01T08:05:58Z
dc.date.available 2009-10-01T08:05:58Z
dc.date.issued 2009-10-01T08:05:58Z
dc.identifier.uri http://hdl.handle.net/10398/7923
dc.description.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. en_US
dc.format.extent 11 s. en_US
dc.language eng en_US
dc.relation.ispartofseries Working Paper;2009-01
dc.subject.other Email en_US
dc.subject.other Business communication en_US
dc.subject.other Lingua franca interaction en_US
dc.subject.other Negotiation en_US
dc.title Email in international negotiation en_US
dc.type wp en_US
dc.accessionstatus modt09sep24 nijemo en_US
dc.contributor.corporation Copenhagen Business School. CBS en_US
dc.contributor.department Institut for Internationale Kultur- og Kommunikationsstudier en_US
dc.contributor.departmentshort IKK en_US
dc.contributor.departmentuk Department of International Culture and Communication Studies en_US
dc.contributor.departmentukshort ICC en_US
dc.idnumber x656597525 en_US
dc.publisher.year 2009 en_US


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