IDEAS home Printed from
   My bibliography  Save this article

Negociation, Threat and Transitivity


  • Gabriel ILIESCU

    () (Spiru Haret University, Faculty of Legal, Political and Administrativ Sciences)


The article aims to highlight that in the business world, especially negotiation, it can be seen in at least two respects: threat and inference, emphasizing the second one. Although usually the two are oposittes, sometimes they coincide. On the one hand, the opposition is that the threat is a tool of coercion, while inference is the tool of persuasion. On the other hand the two can coincide. In that case, the threat is not a dirty procedure. By means of threat is corrected the relationship between partners threat as ethics report. The instrument used here is called transitive inference scheme. Its premises are conditionals interpreted by two material implications. I bring actual the results of a previous research. According to those, each of the two implications has its own set of other truth functions as premises. Cartesian product of two sets of functions offer 36 pairs of premises for the conclusion which was originally obtained from two conditionals. The 36 schemes reasoning in this case are all possible inference schemes behavior of a partner during a negotiation and represent the main finding. Reasoning scheme and all its variants are all routines of thinking. Some are brief, others are more extensive. Some are more convincing than others. Inference scheme could also be part of the negotiation scenario. As a result, inferention schemes guided behavior, should be prepared in advance. Studying anticipated the inferences to be used in negotiating we try to anticipate which of these inferences could be a more compelling for the business partner.

Suggested Citation

  • Gabriel ILIESCU, 2015. "Negociation, Threat and Transitivity," International Conference on Economic Sciences and Business Administration, Spiru Haret University, vol. 2(1), pages 156-162, December.
  • Handle: RePEc:icb:wpaper:v:1:y:2014:i:1:156-162

    Download full text from publisher

    File URL:
    Download Restriction: no

    More about this item


    negotiation; inference scheme; threat; transitivity; midle term; premisses; conclusion; conditional; truth function;

    JEL classification:

    • C22 - Mathematical and Quantitative Methods - - Single Equation Models; Single Variables - - - Time-Series Models; Dynamic Quantile Regressions; Dynamic Treatment Effect Models; Diffusion Processes


    Access and download statistics


    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:icb:wpaper:v:1:y:2014:i:1:156-162. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Rocsana Bucea-Manea-Tonis). General contact details of provider: .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.