Knowing When To BargainThe roles of negotiation and persuasion in dialogue

Authors:
Simon Wells;Chris Reed
Affiliations:
School of Applied Computing, University of Dundee;School of Applied Computing, University of Dundee
Venue:
Proceedings of the 2006 conference on Computational Models of Argument: Proceedings of COMMA 2006
Year:
2006

Citing 3
Cited 0

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Abstract

In this paper two formal dialectic systems are described, a persuasion protocol (PP0) and a negotiation protocol (NP0), together with a method for shifting from an instance of a persuasion dialogue to an instance of a negotiation dialogue. The rationale for this kind of shift is explored in the context of the fallacy of bargaining. Such a dialectical shift is proposed as a valuable way to enable the participants in an argumentative dialogue to proceed towards a practical settlement when they are otherwise unable to persuade each other.