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Uses of the argumentation in the negotiation


  • Estrada, Fernando


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.

Suggested Citation

  • Estrada, Fernando, 2010. "Uses of the argumentation in the negotiation," MPRA Paper 22761, University Library of Munich, Germany.
  • Handle: RePEc:pra:mprapa:22761

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    References listed on IDEAS

    1. Rubinstein,Ariel, 2000. "Economics and Language," Cambridge Books, Cambridge University Press, number 9780521789905, March.
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    More about this item


    Persuasion; argumentation; negotiation; conflicts and science social.;

    JEL classification:

    • A1 - General Economics and Teaching - - General Economics
    • A2 - General Economics and Teaching - - Economic Education and Teaching of Economics
    • A10 - General Economics and Teaching - - General Economics - - - General
    • C78 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Bargaining Theory; Matching Theory
    • D74 - Microeconomics - - Analysis of Collective Decision-Making - - - Conflict; Conflict Resolution; Alliances; Revolutions
    • A12 - General Economics and Teaching - - General Economics - - - Relation of Economics to Other Disciplines


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