Bargaining Arguments and Argumentative Bargainers

Keough, Colleen M.

doi:10.4135/9781483325880.n6

Cited by 12 publications

(10 citation statements)

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“…One reason for the disparity between expected and observed cultural negotiating styles is that culture is merely one relevant factor in the intercultural negotiation equation. Other potential influences include alternatives to negotiating (Lax & Sibenius, 1986), pressures from constituents (Roloff & Campion, 1987;Turner, 1992), frame of reference (Putnam & Holmer, 1992), planning ability (Roloff & Jordan, 1992), argumentativeness (Keough, 1992;Roloff, Tutzauer, & Dailey, 1989), face concerns (Wilson, 1992), negotiator biases (Neale & Bazerman, 1985), and reciprocity (Putnam & Jones, 1982;Sawyer & Guetzkow, 1965). These vari ables may subordinate, override, or interact with the effects of culture, depending on context.…”

Section: Discussionmentioning

confidence: 99%

Negotiation Styles in Intercultural Communication

Drake

1995

International Journal of Conflict Management

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This project focuses specifically on how intercultural negotiating differences are evidenced communicatively. Evidence suggests that negotiators deal differently with internationals than domestics. Therefore, it is important to move beyond within-culture comparisons as a basis for predicting intercultural negotiation processes. This paper tests empirically the endurance of culturally-associated negotiation styles in intercultural negotiations between Americans and Taiwanese. Results suggest that culture does exert some global effects in face-to-face encounters with cultural outsiders. Other aspects of negotiation are managed locally, so that predicted cultural differences do not emerge in interaction.

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Section: Discussionmentioning

confidence: 99%

Negotiation Styles in Intercultural Communication

Drake

1995

International Journal of Conflict Management

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“…Some researchers go further and consider that the core of negotiation is reciprocal offer and counter offer, argument and counter-argument in an attempt to agree upon outcomes mutually perceived as beneficial. Other researchers even consider that most of what happens in negotiation is the assertion of arguments by one side, and the response with counter-arguments by the other parties (Keough 1992).…”

Section: Persuasive Arguments Threats and Promisesmentioning

confidence: 99%

Negotiation among autonomous computational agents: principles, analysis and challenges

Lopes¹,

Wooldridge

Novais³

2008

Artif Intell Rev

120

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Automated negotiation systems with software agents representing individuals or organizations and capable of reaching agreements through negotiation are becoming increasingly important and pervasive. Examples, to mention a few, include the industrial trend toward agent-based supply chain management, the business trend toward virtual enterprises, and the pivotal role that electronic commerce is increasingly assuming in many organizations. Artificial intelligence (AI) researchers have paid a great deal of attention to automated negotiation over the past decade and a number of prominent models have been proposed in the literature. These models exhibit fairly different features, make use of a diverse range of concepts, and show performance characteristics that vary significantly depending on the negotiation context. As a consequence, assessing and relating individual research contributions is a difficult task. Currently, there is a need to build a framework to define and characterize the essential features that are necessary to conduct automated negotiation and to compare the usage of key concepts in different publications. Furthermore, the development of such a framework can be an important step to identify the core elements of autonomous negotiating agents, to provide a coherent set of concepts related to automated negotiation, to assess progress in the field, and to highlight new research directions. Accordingly, this paper introduces a generic framework for automated negotiation. It describes, in detail, the components of the framework, assesses the sophistication of the majority of work in the AI literature on these components, and discusses a number of prominent models of negotiation. This paper also highlights some of the major challenges for future automated negotiation research.

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“…Although a large number of studies have investigated the effects of persuasive arguments on the likelihood and quality of negotiated agreements (for reviews, see De Dreu, Weingart, & Kwon, 2000;Keough, 1992;Pruitt & Carnevale, 1993), research has neglected the content of the persuasive arguments negotiators advance. Consequently, it is unknown when beating around the bush occurs, or why it occurs.…”

Section: Group Processes and Intergroup Relationsmentioning

confidence: 99%

Persuasive Arguments and Beating Around the Bush in Negotiations

Harinck

2004

Group Processes & Intergroup Relations

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Individuals in negotiations often do not talk about their reasons to aim for a certain outcome and design their arguments in such a way that their reasons are unclear to the other party. Three experiments examined the occurrence and the underlying motive for this 'beating around the bush' as a function of the conflict issue-conflicting interests, conflicting ideas about intellective problems or conflicting ideas about evaluative problems. Experiments 1 and 2 showed that beating around the bush occurred more frequently in (a specific instance of) conflict of interest than in intellective or evaluative conflict. Experiment 3 suggests that providing arguments for one's position in terms of self-interest is considered honest but not very smart or strategic.

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Bargaining Arguments and Argumentative Bargainers

Cited by 12 publications

References 0 publications

Negotiation Styles in Intercultural Communication

Negotiation Styles in Intercultural Communication

Negotiation among autonomous computational agents: principles, analysis and challenges

Persuasive Arguments and Beating Around the Bush in Negotiations

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