The Power of Example


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The Power of Example

Show simple item record Bülow, Anne Marie 2013-06-24 2013-06-25T07:23:32Z 2013-06-25T07:23:32Z 2013-06-25
dc.description.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. en_US
dc.format.extent 7 en_US
dc.language eng en_US
dc.subject.other Cognitive closure en_US
dc.subject.other Email negotiation en_US
dc.subject.other Argumentation en_US
dc.title The Power of Example en_US
dc.type cp en_US
dc.accessionstatus modt13jun25 lbjl en_US
dc.contributor.corporation Copenhagen Business School. CBS en_US
dc.contributor.department Department of International Business Communication and Politics en_US
dc.contributor.departmentshort IBC en_US
dc.contributor.departmentuk Department of International Business Communication and Politics en_US
dc.contributor.departmentukshort IBC en_US
dc.description.notes Paper presented at Group Decision and Negotiation (GND) 2013 International Conference Stockholm, Sweden, June 17-20, 2013. Also published in the conference proceeding. en_US Frederiksberg en_US
dc.publisher.year 2013 en_US
dc.title.subtitle Closure and Common Ground en_US

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