The paper argues that if email negotiation seems to be more difficult than face-to-face meetings, it is not because of the leanness of the medium, but because the turn-taking system in mail encourages monologues of argumentation and cherry-picking responses. The study builds on 40 negotiation dyads

I present in this paper an integrated framework for structuring and evaluating dynamic and sequential climate change decision making in the international arena taking into account influence processes occurring during negotiation rounds. The analysis integrates imitation, persuasion and...

I present in this paper an integrated framework for structuring and evaluating dynamic and sequential climate change decision making in the international arena taking into account influence processes occurring during negotiation rounds. The analysis integrates imitation, persuasion and...