Argument in negotiation: A theoretical and empirical approach
- 1 March 1974
- journal article
- research article
- Published by Taylor & Francis in Speech Monographs
- Vol. 41 (1) , 36-48
- https://doi.org/10.1080/03637757409384399
Abstract
Five argumentative dimensions of negotiation—power, risk, compromise, prediction, and situation—are analyzed. Two exploratory experiments testing the effects of prediction and of one situational element, urgency as a function of time allotted, are reported.Keywords
This publication has 1 reference indexed in Scilit:
- Argument as method: Its nature, its limitations and its usesSpeech Monographs, 1970