Argumentation Dec 2018 Open Access

The Role of Argument in Negotiation

Jan Albert van Laar University of Groningen ; Erik C. W. Krabbe University of Groningen

Abstract

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 (2017), 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.

Journal
Argumentation
Published
2018-12-01
DOI
10.1007/s10503-018-9458-x
CompPile
Search in CompPile ↗
Open Access
OA PDF Hybrid
Topics
argument
Export
BibTeX RIS

Citation Context

Cited by in this index (3)

  1. Zenker et al. (2024)
    Norms of Public Argumentation and the Ideals of Correctness and Participation
    Argumentation
  2. Castro (2023)
    Negotiation as Practical Argumentation
    Argumentation
  3. Godden et al. (2020)
    No Place for Compromise: Resisting the Shift to Negotiation
    Argumentation

Cites in this index (1)

  1. Jory (2016)
    Negotiation and Deliberation: Grasping the Difference
    Argumentation
Also cites 10 works outside this index ↓
  1. Leila Amgoud (2006)
    Argumentation in Multi-Agent Systems: Second International Workshop, ArgMAS 2005, Utrecht…
     ↗
  2. Katharina Holzinger (2004)
    Holzinger, Katharina. 2004. Bargaining through arguing: An empirical analysis based on speech act theory. Pol…
    Political Communication  ↗
  3. Erik C W Krabbe (2007)
    Krabbe, Erik C.W., and Jan Albert van Laar. 2007. About old and new dialectic: Dialogues, fallacies, and stra…
    Informal Logic  ↗
  4. Jane Mansbridge (2010)
    Mansbridge, Jane, James Bohman, Simone Chambers, David Estlund, Andreas Føllesdal, Archon Fung, Cristina Lafo…
    The Journal of Political Philosophy  ↗
  5. Frans H Eemeren van (2010)
    Strategic Maneuvering in Argumentative Discourse
     ↗
  6. van Laar, Jan Albert, and Erik C. W. Krabbe. 2018. Criticism and justification of negotiated compromises. To …
     ↗
  7. Jelle Veenen van (2006)
    Argumentation in Multi-Agent Systems: Second International Workshop, ArgMAS 2005, Utrecht…
     ↗
  8. Douglas N Walton (1998)
    The New Dialectic: Conversational Contexts of Argument
     ↗
  9. Douglas N Walton (2008)
    Argumentation Schemes
     ↗
  10. Daniel Weinstock (2013)
    Weinstock, Daniel. 2013. On the possibility of principled moral compromise. Critical Review of International …
    Critical Review of International Social and Political Philosophy  ↗
CrossRef global citation count: 10 View in citation network → Build reading path →

Related Articles

  1. Res Rhetorica Apr 2026
    Logos in ancient Greek discourse on rhetoric: An overview ↗
    Arkadiusz Sokolnicki
    classical rhetoric rhetorical criticism discourse analysis argument
  2. Assessing Writing Apr 2026
    Associations of adolescents’ argumentative writing scores and growth when evaluated by different human raters and artificial intelligence models ↗
    Deborah K. Reed; Sterett Mercer
    argument artificial intelligence
  3. Rhetoric of Health and Medicine Apr 2026
    Psyche or Soma? ↗
    Samantha Rippetoe
    rhetorical criticism argument archival research
  4. Argumentation Mar 2026
    The Recursive Argument Structure Reconsidered ↗
    Shiyang Yu
    argument
  5. Argumentation Mar 2026
    Between Rationality and Self-protection: Student-Constructed Arguments on Fast Food Consumption and Antibiotic Overuse as Public Health Issues in Biology Education ↗
    Eliza Rybska; Michał Klichowski; Costas P. Constantinou; Barbara Jankowiak
    writing pedagogy teacher development argument qualitative research