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.
This is a preview of subscription content, log in via an institution to check access.
Similar content being viewed by others
REFERENCES
Bar-Tal, D.: 1990, Group Beliefs, Springer-Verlag, New York.
Baumeister, R. F.: 1993, 'Lying to Yourself', in M. Lewis and C. Saarni (eds.), Lying and Deception in Everyday Life, The Guilford Press, New York, 166–183.
Bazerman, M. H. and M. A. Neale: 1992, Negotiating Rationally, The Free Press, New York.
Bennett, J.: 1990, 'Why is Belief Involuntary?' Analysis 50, 87–107.
Bok, S.: 1978, Lying: Moral Choice in Public and Private Life, Harvester, London.
Carroll, J. S. and J. W. Payne: 1991, 'An Information Processing Approach to Two-Party Negotiations', in M. H. Bazerman, R. J. Lewicki and B. H. Sheppard (eds.), Research on Negotiation in Organizations, Vol. 3, JAI Press, Greenwich, Conn., 3–34.
Cohen, L. J.: 1992, An Essay on Belief and Acceptance, Clarendon Press, Oxford.
Connolly, W. E.: 1993, The Terms of Political Discourse, 3rd ed., Blackwell, Oxford.
Elster, J.: 1989, The Cement of Society, Cambridge University Press, Cambridge.
Firth, A. (ed.): 1995a, The Discourse of Negotiation: Studies of Language in the Workplace, Pergamon, Oxford.
Firth, A.: 1995b, 'Introduction and Overview', in A. Firth (ed.), The Discourse of Negotiation, Pergamon, Oxford, 3–39.
Fisher, R. and W. L. Ury: 1981, Getting to YES: Negotiating Agreement Without Giving In, Houghton Mifflin, Boston.
Habermas, J.: 1983, Moralbewußtsein und kommunikatives Handeln. Suhrkamp, Frankfurt. Translation partly reprinted in William Outhwaite (ed.) The Habermas Reader (Polity Press, Cambridge, 1996).
Hamblin, C. L.: 1970, Fallacies, Methuen, London.
Harré, R. and L. van Langenhove (eds): 1999, Positioning Theory, Blackwell, Oxford.
Jacobs, S.: 1987, 'The Management of Disagreement in Conversation', in F. H. van Eemeren, R. Grootendorst, J. A. Blair and C. A. Willard (eds.), Argumentation: Across the Lines of Discipline, Foris, Dordrecht, 229–239.
Kahneman, D., J. L. Knetsch and R. Thaler: 1991, 'The Endowment Effect, Loss Aversion, and Status Quo Bias', Journal of Economic Perspectives 5, 193–206.
Kahneman, D. and A. Tversky: 1979, 'Prospect Theory: An Analysis of Decision under Risk', Econometrica 47, 263–291.
Lewicki, R. J., J. A. Litterer, J. W. Minton and D. M. Saunders: 1994, Negotiation, 2nd ed., Irwin, Burr Ridge, Ill.
Mackenzie, J.: 1989, 'Reasoning and Logic', Synthese 79, 99–117.
Matheson, P.: 1972, Cardinal Contarini at Regensburg, Clarendon Press, Oxford.
Naess, A.: 1966, Communication and Argument. Trans. A. Hannay. Universitetsforlaget, Oslo.
Parsons, S., C. Sierra and N. Jennings: 1998, 'Agents that Reason and Negotiate by Arguing', Journal of Logic and Computation 8, 261–292.
Phillips, A.: 1993, Democracy and Difference, Polity Press, Cambridge.
Provis, C.: 1996, 'Interests vs Positions: A Critique of the Distinction', Negotiation Journal 12, 305–323.
Provis, C.: 2000, 'Honesty in Negotiation', Business Ethics: A European Review 9, 3–12.
Pruitt, D. G.: 1981, Negotiation Behavior, Academic Press, New York.
Pruitt, D. G. and P. J. Carnevale: 1993, Negotiation in Social Conflict, Open University Press, Buckingham.
Rojot, J.: 1991, Negotiation: From Theory to Practice, Macmillan, London.
Schelling, T. C.: 1980, The Strategy of Conflict, 2nd ed., Harvard University, Cambridge, Mass. First edition 1960.
Schick, F.: 1988, 'Coping with Conflict', Journal of Philosophy 85, 362–375.
Schick, F.: 1992, 'Allowing for Understandings', Journal of Philosophy 89, 30–41.
Sigmon, S. T. and C. R. Snyder: 1993, 'Looking at Oneself in a Rose-Colored Mirror', in M. Lewis and C. Saarni (eds.), Lying and Deception in Everyday Life, The Guilford Press, New York, 148–165.
Solso, R. L.: 1995, Cognitive Psychology, 4th ed., Allyn and Bacon, Boston.
Stalnaker, R. C.: 1984, Inquiry, MIT Press, Cambridge, Mass.
Sycara, K. P.: 1990, 'Persuasive Argument in Negotiation', Theory and Decision 28, 203–242.
Tambe, M. and H. Jung: 1999, 'The Benefits of Arguing in a Team', AI Magazine, 85–92.
Toulmin, S. E.: 1950, The Place of Reason in Ethics, Cambridge University Press, Canbridge.
van Eemeren, F. H.: 1987, 'For Reason's Sake: Maximal Argumentative Analysis of Discourse', in F. H. van Eemeren, R. Grootendorst, J. A. Blair and C. A. Willard (eds.), Argumentation: Across the Lines of Discipline, Foris, Dordrecht, 201–215.
van Eemeren, F. H. and R. Grootendorst: 1984, Speech Acts in Argumentative Discussions, Foris, Dordrecht.
van Eemeren, F. H. and R. Grootendorst: 1996, 'Developments in Argumentation Theory', in J. van Benthem, F. H. van Eemeren, R. Grootendorst and F. Veltman (eds.), Logic and Argumentation, North-Holland, Amsterdam, 9–26.
Wagner, J.: 1995, 'What Makes a Discourse a Negotiation?', in K. Ehlich and J. Wagner (eds.), The Discourse of Business Negotiation, Mouton de Gruyter, Berlin, 9–36.
Walker, E.: 1995, 'Making a Bid for Change: Formulations in Union/Management Negotiations', in A. Firth (ed.), The Discourse of Negotiation, Pergamon, Oxford, 101–140.
Walton, D. N.: 1989, Informal Logic: A Handbook for Critical Argumentation, Cambridge University Press, Cambridge.
Walton, D. N.: 1990, 'What Is Reasoning? What Is an Argument?' Journal of Philosophy 87, 399–419.
Walton, D. N.: 1998, The New Dialectic: Conversational Contexts of Argument, University of Toronto Press, Toronto.
Walton, R. E. and R. B. McKersie: 1991, A Behavioral Theory of Labor Negotiations, 2nd ed., ILR Press, Ithaca, N.Y. Original edition McGraw-Hill, New York, 1965.
Williams, B.: 1973, 'Deciding to Believe', in Problems of the Self, Cambridge University Press, Cambridge, 136–151.
Winch, P.: 1992, 'Persuasion', Midwest Studies in Philosophy 17, 123–137.
Winters, B.: 1979, 'Believing at Will', Journal of Philosophy 76, 243–256.
Rights and permissions
About this article
Cite this article
Provis, C. Negotiation, Persuasion and Argument. Argumentation 18, 95–112 (2004). https://doi.org/10.1023/B:ARGU.0000014868.08915.2a
Issue Date:
DOI: https://doi.org/10.1023/B:ARGU.0000014868.08915.2a