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
Open Access
OA PDF Hybrid
Topics
argument
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Citation Context

Cited by in this index (4)

  1. Laar (2024)
    Conversational Integrity: Argument, Commitment, and Compromise
    Philosophy & Rhetoric
  2. Zenker et al. (2024)
    Norms of Public Argumentation and the Ideals of Correctness and Participation
    Argumentation
  3. Castro (2023)
    Negotiation as Practical Argumentation
    Argumentation
  4. Godden et al. (2020)
    No Place for Compromise: Resisting the Shift to Negotiation
    Argumentation

References (23) · 1 in this index

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     ↗
  2. Jon Elster (1995)
    Barriers to Conflict Resolution
  3. Roger Fisher (2011)
    Getting to Yes: Negotiating an Agreement without Giving In
  4. David Godden (2016)
    Argumentation, Objectivity, and Bias: Proceedings of the 11th International Conference of…
  5. Katharina Holzinger (2004)
    Holzinger, Katharina. 2004. Bargaining through arguing: An empirical analysis based on speech act theory. Pol…
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Show all 23 →
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    Informal Logic  ↗
  3. Jane Mansbridge (2010)
    Mansbridge, Jane, James Bohman, Simone Chambers, David Estlund, Andreas Føllesdal, Archon Fung, Cristina Lafo…
    The Journal of Political Philosophy  ↗
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    On Compromise and Rotten Compromises
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  11. van Laar, Jan Albert, and Erik C. W. Krabbe. 2017. Splitting a difference of opinion: The shift to negotiatio…
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CrossRef global citation count: 10 View in citation network → Build reading path →

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