메뉴 건너뛰기




Volumn 98, Issue 1, 2005, Pages 28-38

At a loss for words: Dominating the conversation and the outcome in negotiation as a function of intricate arguments and communication media

Author keywords

Communication media; Dominance; Negotiation; Social interaction

Indexed keywords


EID: 23844438221     PISSN: 07495978     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.obhdp.2005.03.007     Document Type: Article
Times cited : (33)

References (36)
  • 1
    • 0003438824 scopus 로고
    • Elements of e-mail style: Communicate effectively via electronic mail
    • Reading, MA: Addison-Wesley
    • D.F. Angell B. Heslop Elements of e-mail style: Communicate effectively via electronic mail 1994 Addison-Wesley Reading, MA
    • (1994)
    • Angell, D.F.1    Heslop, B.2
  • 2
    • 84937337083 scopus 로고    scopus 로고
    • Contrast ratio: Shifting burden of proof in informal arguments
    • J. Bailenson Contrast ratio: Shifting burden of proof in informal arguments Discourse Processes 32 1 2001 29-41
    • (2001) Discourse Processes , vol.32 , Issue.1 , pp. 29-41
    • Bailenson, J.1
  • 3
    • 0023020183 scopus 로고
    • The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations
    • R.M. Baron D.A. Kenny The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations Journal of Personality and Social Psychology 51 1986 1173-1182
    • (1986) Journal of Personality and Social Psychology , vol.51 , pp. 1173-1182
    • Baron, R.M.1    Kenny, D.A.2
  • 4
    • 84938048814 scopus 로고
    • The temporal structure of natural telephone conversations (directory enquiry calls)
    • G.W. Beattie P.J. Bernard The temporal structure of natural telephone conversations (directory enquiry calls) Linguistics 17 1979 213-229
    • (1979) Linguistics , vol.17 , pp. 213-229
    • Beattie, G.W.1    Bernard, P.J.2
  • 5
    • 0000007578 scopus 로고    scopus 로고
    • Explanation and evidence in informal argument
    • S.K. Brem L.J. Rips Explanation and evidence in informal argument Cognitive Science 24 2000 573-604
    • (2000) Cognitive Science , vol.24 , pp. 573-604
    • Brem, S.K.1    Rips, L.J.2
  • 6
    • 0033247584 scopus 로고    scopus 로고
    • Stairways to heaven: An interlocking self-regulation model of negotiation
    • J.F. Brett G.B. Northcraft R.L. Pinkley Stairways to heaven: An interlocking self-regulation model of negotiation Academy of Management Review 24 1999 452-471
    • (1999) Academy of Management Review , vol.24 , pp. 452-471
    • Brett, J.F.1    Northcraft, G.B.2    Pinkley, R.L.3
  • 7
    • 84935556266 scopus 로고
    • Time pressure and the development of integrative agreements in bilateral negotiations
    • P.J. Carnevale E.J. Lawler Time pressure and the development of integrative agreements in bilateral negotiations Journal of Conflict Resolution 30 1986 636-659
    • (1986) Journal of Conflict Resolution , vol.30 , pp. 636-659
    • Carnevale, P.J.1    Lawler, E.J.2
  • 9
    • 1842653460 scopus 로고    scopus 로고
    • New York: Cambridge University Press
    • H.H. Clark Using language 1996 Cambridge University Press New York
    • (1996) Using Language
    • Clark, H.H.1
  • 10
    • 0012887976 scopus 로고
    • Perceptions of unresponsive others: Attributions, attraction, understandability and memory of their utterances
    • D. Davis T. Holtgraves Perceptions of unresponsive others: Attributions, attraction, understandability and memory of their utterances Journal of Experimental Social Psychology 20 1984 383-408
    • (1984) Journal of Experimental Social Psychology , vol.20 , pp. 383-408
    • Davis, D.1    Holtgraves, T.2
  • 12
    • 84987590231 scopus 로고
    • Analyzing negotiation tactics: Development of a negotiation interact system
    • W.A. Donohue Analyzing negotiation tactics: Development of a negotiation interact system Human Communication Research 7 1981 273-287
    • (1981) Human Communication Research , vol.7 , pp. 273-287
    • Donohue, W.A.1
  • 13
    • 84925972606 scopus 로고
    • Development of a model of rule use in negotiation interaction
    • W.A. Donohue Development of a model of rule use in negotiation interaction Communication Monographs 48 1981 106-120
    • (1981) Communication Monographs , vol.48 , pp. 106-120
    • Donohue, W.A.1
  • 14
    • 0034424042 scopus 로고    scopus 로고
    • Rapport in conflict resolution: Accounting for how nonverbal exchange fosters cooperation on mutually beneficial settlements to mixed-motive conflicts
    • A.L. Drolet M.W. Morris Rapport in conflict resolution: Accounting for how nonverbal exchange fosters cooperation on mutually beneficial settlements to mixed-motive conflicts Journal of Experimental Social Psychology 36 2000 26-50
    • (2000) Journal of Experimental Social Psychology , vol.36 , pp. 26-50
    • Drolet, A.L.1    Morris, M.W.2
  • 16
    • 23844435820 scopus 로고    scopus 로고
    • Microsoft makes a push into instant messaging market
    • March 7, 2003
    • Heim, K. (2003). Microsoft makes a push into instant messaging market. San Jose Mercury News, March 7, 2003.
    • (2003) San Jose Mercury News
    • Heim, K.1
  • 17
    • 0000894869 scopus 로고
    • Toward a general theory of strategic self-presentation
    • J. Suls (Eds) Erlbaum Hillsdale, NJ
    • E.E. Jones T.S. Pittman Toward a general theory of strategic self-presentation In: J. Suls (Eds) Psychological perspectives on the self 1982 Erlbaum Hillsdale, NJ 231-262
    • (1982) Psychological Perspectives on the Self , pp. 231-262
    • Jones, E.E.1    Pittman, T.S.2
  • 18
    • 0033425168 scopus 로고    scopus 로고
    • The strategic use of interests, rights, and power to resolve disputes
    • A.L. Lytle J.M. Brett D.L. Shapiro The strategic use of interests, rights, and power to resolve disputes Negotiation Journal 15 1 1999 31-51
    • (1999) Negotiation Journal , vol.15 , Issue.1 , pp. 31-51
    • Lytle, A.L.1    Brett, J.M.2    Shapiro, D.L.3
  • 19
    • 0036770346 scopus 로고    scopus 로고
    • Improvisation and the logic of exchange in socially embedded transactions
    • K.L. McGinn A.T. Keros Improvisation and the logic of exchange in socially embedded transactions Administrative Science Quarterly 47 2002 442-473
    • (2002) Administrative Science Quarterly , vol.47 , pp. 442-473
    • McGinn, K.L.1    Keros, A.T.2
  • 22
    • 0031138988 scopus 로고    scopus 로고
    • A nasty but effective negotiation strategy: Misrepresentation of a common-value issue
    • K.M. O'Connor P.J. Carnevale A nasty but effective negotiation strategy: Misrepresentation of a common-value issue Personality and Social Psychology Bulletin 23 1997 504-515
    • (1997) Personality and Social Psychology Bulletin , vol.23 , pp. 504-515
    • O'Connor, K.M.1    Carnevale, P.J.2
  • 24
    • 3042607104 scopus 로고    scopus 로고
    • Technologies of status management: Status dynamics in e-mail communications
    • Greenwich, CT: JAI Press
    • Owens, D. A., Neale, M. A., & Sutton, R. I. (2000). Technologies of status management: Status dynamics in e-mail communications. Research on managing groups and teams (Vol. 3, pp. 205-230). Greenwich, CT: JAI Press.
    • (2000) Research on Managing Groups and Teams , vol.3 , pp. 205-230
    • Owens, D.A.1    Neale, M.A.2    Sutton, R.I.3
  • 25
    • 0002998227 scopus 로고
    • Communication media and negotiation processes
    • L.L. Putnam M.E. Roloff (Eds) Sage Newbury Park, CA
    • M.S. Poole D.L. Shannon G. DeSanctis Communication media and negotiation processes In: L.L. Putnam M.E. Roloff (Eds) Communication and negotiation 1992 Sage Newbury Park, CA
    • (1992) Communication and Negotiation
    • Poole, M.S.1    Shannon, D.L.2    DeSanctis, G.3
  • 26
    • 1542380758 scopus 로고    scopus 로고
    • The persuasiveness of source credibility: A critical review of five decandes' evidence
    • C. Pornpitakpan The persuasiveness of source credibility: A critical review of five decandes' evidence Journal of Applied Social Psychology 34 2 2004 243-281
    • (2004) Journal of Applied Social Psychology , vol.34 , Issue.2 , pp. 243-281
    • Pornpitakpan, C.1
  • 27
    • 0344494138 scopus 로고    scopus 로고
    • Reasoning and conversation
    • L.J. Rips Reasoning and conversation Psychological Review 105 1998 411-441
    • (1998) Psychological Review , vol.105 , pp. 411-441
    • Rips, L.J.1
  • 28
    • 84987582892 scopus 로고
    • Analysis of relational communication measurement procedures
    • L.E. Rogers R.V. Farace Analysis of relational communication measurement procedures Human Communication Research 1 3 1975 222-239
    • (1975) Human Communication Research , vol.1 , Issue.3 , pp. 222-239
    • Rogers, L.E.1    Farace, R.V.2
  • 29
    • 0000685956 scopus 로고
    • The role of argumentation in distributive and integrative bargaining contexts: Seeking relative advantage but at what cost
    • M.A. Rahim (ed) Praeger New York
    • M.E. Roloff F.E. Tutzauer W.O. Dailey The role of argumentation in distributive and integrative bargaining contexts: Seeking relative advantage but at what cost In: M.A. Rahim (ed) Managing conflict: An interdisciplinary approach 1989 Praeger New York 109-120
    • (1989) Managing Conflict: An Interdisciplinary Approach , pp. 109-120
    • Roloff, M.E.1    Tutzauer, F.E.2    Dailey, W.O.3
  • 30
    • 22544483457 scopus 로고    scopus 로고
    • How Americans use instant messaging
    • Pew Internet and American Life Project, 9/1/2004, accessed on October 18
    • Shiu, E., & Lenhart, A. (2004). How Americans use instant messaging. Pew Internet and American Life Project, 9/1/2004, http://www.pewinternet.org/PPF/r/133/report_display.asp, accessed on October 18, 2004.
    • (2004)
    • Shiu, E.1    Lenhart, A.2
  • 31
    • 0030554483 scopus 로고    scopus 로고
    • Using causal persuasive arguments to change beliefs and teach new information: The mediating role of explanation availability and evaluation bias in the acceptance of knowledge
    • M.P. Slusher C.A. Anderson Using causal persuasive arguments to change beliefs and teach new information: The mediating role of explanation availability and evaluation bias in the acceptance of knowledge Journal of Educational Psychology 88 1996 110-122
    • (1996) Journal of Educational Psychology , vol.88 , pp. 110-122
    • Slusher, M.P.1    Anderson, C.A.2
  • 32
    • 84937331123 scopus 로고    scopus 로고
    • Don't just sit there-interrupt! Pacing and pausing in conversational style
    • D. Tannen Don't just sit there-interrupt! Pacing and pausing in conversational style American Speech 74 4 2000 393-395
    • (2000) American Speech , vol.74 , Issue.4 , pp. 393-395
    • Tannen, D.1
  • 33
    • 0042202655 scopus 로고    scopus 로고
    • Who's really sharing?. Effects of social and expert status on knowledge exchange within groups
    • M.C. Thomas-Hunt T.Y. Ogden M.A. Neale Who's really sharing?. Effects of social and expert status on knowledge exchange within groups Management Science 49 4 2003 464-477
    • (2003) Management Science , vol.49 , Issue.4 , pp. 464-477
    • Thomas-Hunt, M.C.1    Ogden, T.Y.2    Neale, M.A.3
  • 35
    • 0032519111 scopus 로고    scopus 로고
    • A matter of trust: Effects of communication on the efficiency and distribution of outcomes
    • K.L. Valley J. Moag M.H. Bazerman A matter of trust: Effects of communication on the efficiency and distribution of outcomes Journal of Economic Behavior and Organization 34 1998 211-238
    • (1998) Journal of Economic Behavior and Organization , vol.34 , pp. 211-238
    • Valley, K.L.1    Moag, J.2    Bazerman, M.H.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.