Getting off on the right foot: The effects of initial email messages on negotiation process and outcome

IEEE Transactions on Professional Communication

Volumn 54, Issue 3, 2011, Pages 299-313

  Volkema, Roger J ^a,b   Fleck, Denise ^c   Hofmeister, Agnes ^d  

^a AMERICAN UNIVERSITY   (United States)

^b PONTIFICAL CATHOLIC UNIVERSITY OF RIO DE JANEIRO   (Brazil)

^c FEDERAL UNIVERSITY OF RIO DE JANEIRO   (Brazil)

^d Institute of Data Analytics and Information Systems   (Hungary)

Author keywords

Electronic mail (email); initial messages; negotiation; rapport; reciprocity

Indexed keywords

ELECTRONIC MAIL; ELECTRONIC MAIL MESSAGES; INITIAL MESSAGE; INTERNATIONAL NEGOTIATION; NEGOTIATION; NEGOTIATION OUTCOMES; NEGOTIATION PROCESS; RAPPORT; RECIPROCITY; WIN-WIN;

ELECTRONIC MAIL;

EID: 80052087719     PISSN: 03611434     EISSN: None     Source Type: Journal    
DOI: 10.1109/TPC.2011.2161804     Document Type: Review

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