Negotiation and Aristotle's Rhetoric: Truth over interests?

摘要

Negotiation research primarily focuses on negotiators’ interests in order to understand negotiation and offer advice about the prospective outcome. Win-win outcomes, i.e., outcomes that serve the interests of all negotiating parties, have been established and promoted as the ultimate goal for any negotiation situation. We offer a perspective that draws on Aristotle's philosophical program and discuss how the outcome is not defined by the parties’ interests, but by the intersubjective validity of claims, which can essentially be treated as representative of the “truth.”View full textDownload full textKeywordsInterests, Negotiation, Rationality, RhetoricRelated var addthis_config = { ui_cobrand: "Taylor & Francis Online", services_compact: "citeulike,netvibes,twitter,technorati,delicious,linkedin,facebook,stumbleupon,digg,google,more", pubid: "ra-4dff56cd6bb1830b" }; Add to shortlist Link Permalink http://dx.doi.org/10.1080/09515089.2011.569910