Splitting a Difference of Opinion: The Shift to Negotiation

Argumentation 32 (3):329-350 (2018)

Abstract
Negotiation is not only used to settle differences of interest but also to settle differences of opinion. Discussants who are unable to resolve their difference about the objective worth of a policy or action proposal may be willing to abandon their attempts to convince the other and search instead for a compromise that would, for each of them, though only a second choice yet be preferable to a lasting conflict. Our questions are: First, when is it sensible to enter into negotiations and when would this be unwarranted or even fallacious? Second, what is the nature of a compromise? What does it mean to settle instead of resolve a difference of opinion, and what might be the dialectical consequences of mistaking a compromise for a substantial resolution? Our main aim is to contribute to the theory of argumentation within the context of negotiation and compromise formation and to show how arguing disputants can shift to negotiation in a dialectically virtuous way.
Keywords No keywords specified (fix it)
Categories (categorize this paper)
ISBN(s)
DOI 10.1007/s10503-017-9445-7
Options
Edit this record
Mark as duplicate
Export citation
Find it on Scholar
Request removal from index
Revision history

Download options

Our Archive


Upload a copy of this paper     Check publisher's policy     Papers currently archived: 42,401
External links

Setup an account with your affiliations in order to access resources via your University's proxy server
Configure custom proxy (use this if your affiliation does not provide a proxy)
Through your library

References found in this work BETA

No references found.

Add more references

Citations of this work BETA

Criticism and Justification of Negotiated Compromises.Jan Albert van Laar & Erik C. W. Krabbe - 2019 - Journal of Argumentation in Context 8 (1):91-111.

Add more citations

Similar books and articles

The Role of Argument in Negotiation.Erik Krabbe & Jan Laar - 2018 - Argumentation 32 (4):549-567.
Negotiation, Persuasion and Argument.Chris Provis - 2004 - Argumentation 18 (1):95-112.
Persuasion Dialogue in Online Dispute Resolution.Douglas Walton & David M. Godden - 2005 - Artificial Intelligence and Law 13 (2):273-295.
Scoring Rules and Epistemic Compromise.Sarah Moss - 2011 - Mind 120 (480):1053-1069.
Negotiation and Defeasible Decision Making.Fernando Tohmé - 2002 - Theory and Decision 53 (4):289-311.

Analytics

Added to PP index
2019-01-25

Total views
6 ( #926,534 of 2,255,376 )

Recent downloads (6 months)
5 ( #371,590 of 2,255,376 )

How can I increase my downloads?

Downloads

My notes

Sign in to use this feature