Knowing When To Bargain - The roles of negotiation and persuasion in dialogue

In this paper two formal dialectic systems are described, a persuasion protocol (PP0) and a negotiation protocol (NP0), together with a method for shifting from an instance of a persuasion dialogue to an instance of a negotiation dialogue. The rationale for this kind of shift is explored in the context of the fallacy of bargaining. Such a dialectical shift is proposed as a valuable way to enable the participants in an argumentative dialogue to proceed towards a practical settlement when they are otherwise unable to persuade each other and thereby bring about a resolution of their conflicts.

• Type: Conference
• Year: 2006
• Where: COMMA
• Authors: Simon Wells, Chris Reed
• Keywords: COMMA 2006, COMMA 2008, Formal Dialectic Systems, Persuasion Dialogue, Persuasion Protocol