E-Mail in International Negotiation

Bülow, Anne Marie (2009) E-Mail in International Negotiation. WU Online Papers in International Business Communication / Series One: Intercultural Communication and Language Learning, 6. Department für Fremdsprachliche Wirtschaftskommunikation, WU Vienna University of Economics and Business, Vienna.


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This paper investigates the advantages and disadvantages of the use of e-mail to obtain agreement between two parties with overlapping but also conflicting interests. The literature on Media Richness suggests that e-mail 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.

Item Type: Paper
Keywords: E-mail / business communication / lingua franca interaction / negotiation
Classification Codes: RVK ST 273
Divisions: Departments > Fremdsprachliche Wirtschaftskommunik.
Depositing User: Repository Administrator
Date Deposited: 30 Nov 2009 16:08
Last Modified: 22 Oct 2019 00:41
URI: https://epub.wu.ac.at/id/eprint/1136


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