Negotiation and Aristotle's Rhetoric: Truth over interests?

Philosophical Psychology 24 (6):845 - 860 (2011)
Abstract
Negotiation research primarily focuses on negotiators? interests in order to understand negotiation and offer advice about the prospective outcome. Win-win outcomes, i.e., outcomes that serve the interests of all negotiating parties, have been established and promoted as the ultimate goal for any negotiation situation. We offer a perspective that draws on Aristotle's philosophical program and discuss how the outcome is not defined by the parties? interests, but by the intersubjective validity of claims, which can essentially be treated as representative of the ?truth.?
Keywords No keywords specified (fix it)
Categories (categorize this paper)
Options
 Save to my reading list
Follow the author(s)
My bibliography
Export citation
Find it on Scholar
Edit this record
Mark as duplicate
Revision history Request removal from index
 
Download options
PhilPapers Archive


Upload a copy of this paper     Check publisher's policy on self-archival     Papers currently archived: 9,357
External links
  •   Try with proxy.
  • Through your library Configure
    References found in this work BETA

    View all 9 references

    Citations of this work BETA
    Similar books and articles
    J. Gregory Dees (1993). Promoting Honesty in Negotiation. Business Ethics Quarterly 3 (4):359-394.
    Mary D. Sass & Matthew Liao-Troth (2007). Person Values and Negotiation Performance. Proceedings of the International Association for Business and Society 18:83-86.
    Analytics

    Monthly downloads

    Added to index

    2011-06-11

    Total downloads

    35 ( #41,655 of 1,088,424 )

    Recent downloads (6 months)

    1 ( #69,601 of 1,088,424 )

    How can I increase my downloads?

    My notes
    Sign in to use this feature


    Discussion
    Start a new thread
    Order:
    There  are no threads in this forum
    Nothing in this forum yet.