Get 20M+ Full-Text Papers For Less Than $1.50/day. Subscribe now for You or Your Team.

Learn More →

Negotiation, Persuasion and Argument

Negotiation, Persuasion and Argument Argument is often taken to deal with conflicting opinion or belief, while negotiation deals with conflicting goals or interests. It is widely accepted that argument ought to comply with some principles or norms. On the other hand, negotiation and bargaining involve concession exchange and tactical use of power, which may be contrasted with attempts to convince others through argument. However, there are cases where it is difficult to draw a clear distinction between bargaining and argument: notably cases where negotiators persuade others through `framing' and cases where the aims of negotiation have to do with public assertion and acceptance. Those cases suggest that the distinction between negotiation and argument is not absolute, and this raises the question whether rules about what is acceptable in argument and rules about what is acceptable in negotiation can all be viewed as instances of more general common norms about human interaction. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Argumentation Springer Journals

Negotiation, Persuasion and Argument

Argumentation , Volume 18 (1) – Oct 18, 2004

Loading next page...
 
/lp/springer-journals/negotiation-persuasion-and-argument-zi7OXpgtYi

References (58)

Publisher
Springer Journals
Copyright
Copyright © 2004 by Kluwer Academic Publishers
Subject
Philosophy; Logic; Communication Studies; Theories of Law, Philosophy of Law, Legal History; Political Communication
ISSN
0920-427X
eISSN
1572-8374
DOI
10.1023/B:ARGU.0000014868.08915.2a
Publisher site
See Article on Publisher Site

Abstract

Argument is often taken to deal with conflicting opinion or belief, while negotiation deals with conflicting goals or interests. It is widely accepted that argument ought to comply with some principles or norms. On the other hand, negotiation and bargaining involve concession exchange and tactical use of power, which may be contrasted with attempts to convince others through argument. However, there are cases where it is difficult to draw a clear distinction between bargaining and argument: notably cases where negotiators persuade others through `framing' and cases where the aims of negotiation have to do with public assertion and acceptance. Those cases suggest that the distinction between negotiation and argument is not absolute, and this raises the question whether rules about what is acceptable in argument and rules about what is acceptable in negotiation can all be viewed as instances of more general common norms about human interaction.

Journal

ArgumentationSpringer Journals

Published: Oct 18, 2004

There are no references for this article.