Argumentation 32 (4):549-567 (2018)
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The purpose of this paper is to show the pervasive, though often implicit, role of arguments in negotiation dialogue. This holds even for negotiations that start from a difference of interest such as mere bargaining through offers and counteroffers. But it certainly holds for negotiations that try to settle a difference of opinion on policy issues. It will be demonstrated how a series of offers and counteroffers in a negotiation dialogue contains a reconstructible series of implicit persuasion dialogues. The paper is a sequel to van Laar and Krabbe, in which we showed that for some differences of opinion it may be reasonable to shift from persuasion dialogue, aimed at a resolution of the difference on the merits, to negotiation dialogue, aimed at compromise, whereas in the present paper we show that such a shift need not amount to the abandonment of argumentation. Our main aim in this paper as well as in the previous one is to contribute to the theory of argumentation within the context of negotiation and compromise formation.
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DOI | 10.1007/s10503-018-9458-x |
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References found in this work BETA
Commitment in Dialogue: Basic Concepts of Interpersonal Reasoning.Douglas Neil Walton & Erik C. W. Krabbe - 1995 - Albany, NY, USA: State University of New York Press.
The New Dialectic: Conversational Contexts of Argument.Douglas Walton - 1998 - University of Toronto Press.
The Place of Self-Interest and the Role of Power in Deliberative Democracy.Jane Mansbridge, James Bohman, Simone Chambers, David Estlund, Andreas Føllesdal, Archon Fung, Cristina Lafont, Bernard Manin & José Luis Martí - 2010 - Journal of Political Philosophy 18 (1):64-100.
Strategic Manoeuvring in Argumentative Discourse.Peter Houtlosser & Frans H. van Eemeren - 1999 - Discourse Studies 1 (4):479-497.
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Citations of this work BETA
Splitting a Difference of Opinion: The Shift to Negotiation.Jan Albert van Laar & Erik C. W. Krabbe - 2018 - Argumentation 32 (3):329-350.
No Place for Compromise: Resisting the Shift to Negotiation.David Godden & John Casey - 2020 - Argumentation 34 (4):499-535.
Is Bargaining a Form of Deliberating?Emmanuel Ifeanyi Ani - 2020 - Philosophical Papers 49 (1):1-29.
Dialogue Types, Argumentation Schemes, and Mathematical Practice: Douglas Walton and Mathematics.Andrew Aberdein - 2021 - Journal of Applied Logics 8 (1):159-182.
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