Uses of the Arguments in the Negotiation

15 Pages Posted: 18 May 2010

See all articles by Fernando Estrada

Fernando Estrada

Universidad Externado de Colombia - Facultad de Finanzas, Gobierno y Relaciones Internacionales

Date Written: May 17, 2010

Abstract

In the recent literature on conflict resolution tends to underline negotiation model based on the argument or dialogue. Exchange between different styles of argument some trends have emerged in the rhetoric applied to the law, especially in procedural law. During the last decade researchers have recognized the value of the argument to understand various problems of jurisprudence in cases of conflict and strife. This paper proposes a complementary design to the analysis of the negotiation process based on debate and dialogue. It advocates a theory of argumentation in negotiation processes for instances where rational agents use strategies unpredictable with incomplete information.

Keywords: Persuasion, argumentation, negotiation, conflicts and science social

JEL Classification: B0, A1, A2, A20, C7, C78, D74

Suggested Citation

Estrada, Fernando, Uses of the Arguments in the Negotiation (May 17, 2010). Available at SSRN: https://ssrn.com/abstract=1609943 or http://dx.doi.org/10.2139/ssrn.1609943

Fernando Estrada (Contact Author)

Universidad Externado de Colombia - Facultad de Finanzas, Gobierno y Relaciones Internacionales ( email )

Calle 12 # 0 - 85 Este, Barrio La Candelaria
Bogota, DC Cundinamarca 1267
Colombia
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