The Power of Example

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The Power of Example

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Title: The Power of Example
Closure and Common Ground
Author: Bülow, Anne Marie
Abstract: This paper suggests that for negotiation studies, the well-researched role of cognitive closure in decision-making should be supplemented with specific research on what sort of information is seized on as unambiguous, salient and easily processable by negotiators. A study of email negotiation is reported that suggests that negotiators seize on concrete examples as building blocks that produce immediate positive feedback and consequent utilization in establishing common ground.
URI: http://hdl.handle.net/10398/8737
Date: 2013-06-25
Notes: Paper presented at Group Decision and Negotiation (GND) 2013 International Conference Stockholm, Sweden, June 17-20, 2013. Also published in the conference proceeding.

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