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首页> 外文期刊>Professional Communication, IEEE Transactions on >Getting Off on the Right Foot: The Effects of Initial Email Messages on Negotiation Process and Outcome
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Getting Off on the Right Foot: The Effects of Initial Email Messages on Negotiation Process and Outcome

机译：右脚下车：初始电子邮件对协商过程和结果的影响

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摘要

This paper examines the role that initial exchanges play in determining subsequent process and outcome in email-based negotiations, an increasingly popular means of conducting domestic and international negotiations. The results of the study suggest considerable symmetry between parties in terms of the quantity (words) and quality of initial messages. However, informal greetings, introductions, and proposal surfacing in these early exchanges played little role in determining the likelihood of an agreement or an integrative (win-win) outcome. In contrast, the parties' stated intentions of pursuing a mutually beneficial outcome and their exaggeration of initial offers significantly related to the likelihood of reaching an agreement. The implications of these findings for practitioners and future research are discussed.
机译：本文探讨了最初的交流在确定基于电子邮件的谈判（在进行国内和国际谈判中越来越流行的手段）的后续过程和结果中所扮演的角色。研究结果表明，双方在初始消息的数量（单词）和质量方面具有相当的对称性。但是，在这些早期的交流中，非正式的问候，介绍和提议浮出水面，对于确定达成协议或达成综合（双赢）可能性的作用很小。相反，当事双方陈述的追求互利结果的意图及其对初始报价的夸大与达成协议的可能性密切相关。讨论了这些发现对从业者和未来研究的意义。

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