Location
Room 2
Document Type
Paper
Keywords
negotiation, persuasion, disagreement, dialogue types, practical reasoning
Start Date
3-6-2020 9:00 AM
End Date
3-6-2020 10:00 AM
Abstract
Can we negotiate our way out of disagreements? When the chances of persuading the counterpart are low, it might be possible to shift a persuasion to a negotiation dialogue. But what are the conditions for that shift? I will argue that, at least, the following conditions must hold: the disagreement must be practical rather than theoretical; and the parties must be willing to make a sacrifice. When that happens, disagreements can be negotiated, and such negotiation will be a type of practical argumentation.
Reader's Reactions
Fabrizio Macagno, Commentary on Castro, “Negotiation as a disagreement management tool” (June 2020)
Included in
Negotiation as a disagreement management tool
Room 2
Can we negotiate our way out of disagreements? When the chances of persuading the counterpart are low, it might be possible to shift a persuasion to a negotiation dialogue. But what are the conditions for that shift? I will argue that, at least, the following conditions must hold: the disagreement must be practical rather than theoretical; and the parties must be willing to make a sacrifice. When that happens, disagreements can be negotiated, and such negotiation will be a type of practical argumentation.
