Knowing when to bargain: the roles of negotiation and persuasion in dialogue

Simon Wells; Chris Reed

Knowing when to bargain: the roles of negotiation and persuasion in dialogue

Simon Wells
, Chris Reed

Computing

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution

7 Citations (Scopus)

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.

Original language	English
Title of host publication	Computational models of argument
Subtitle of host publication	proceedings of COMMA 2006
Editors	Paul E. Dunne, Trevor J. M. Bench-Capon
Place of Publication	Amsterdam
Publisher	IOS Press
Pages	235-246
Number of pages	12
ISBN (Electronic)	9781429419017, 9781607501954
ISBN (Print)	1586036521, 9781586036522
Publication status	Published - 2006
Event	1st International Conference on Computational Models of Argument - University of Liverpool, Liverpool, United Kingdom Duration: 11 Sept 2006 → 12 Sept 2006 http://www.comma-conf.org/

Publication series

Name	Frontiers in artificial intelligence and applications
Volume	144
ISSN (Print)	0922-6389

Conference

Conference	1st International Conference on Computational Models of Argument
Abbreviated title	COMMA 2006
Country/Territory	United Kingdom
City	Liverpool
Period	11/09/06 → 12/09/06
Internet address	http://www.comma-conf.org/

Keywords

Argumentation
Communication protocol
Formal dialectical system
Multiagent system

ASJC Scopus subject areas

Artificial Intelligence

Access to Document

Cite this

Wells, S., & Reed, C. (2006). Knowing when to bargain: the roles of negotiation and persuasion in dialogue. In P. E. Dunne, & T. J. M. Bench-Capon (Eds.), Computational models of argument : proceedings of COMMA 2006 (pp. 235-246). (Frontiers in artificial intelligence and applications; Vol. 144). IOS Press. https://dundee-primo.hosted.exlibrisgroup.com/permalink/f/fff0h9/TN_scopus2-s2.0-84940564477

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Wells, S & Reed, C 2006, Knowing when to bargain: the roles of negotiation and persuasion in dialogue. in PE Dunne & TJM Bench-Capon (eds), Computational models of argument : proceedings of COMMA 2006 . Frontiers in artificial intelligence and applications, vol. 144, IOS Press, Amsterdam, pp. 235-246, 1st International Conference on Computational Models of Argument , Liverpool, United Kingdom, 11/09/06. <https://dundee-primo.hosted.exlibrisgroup.com/permalink/f/fff0h9/TN_scopus2-s2.0-84940564477>

Knowing when to bargain: the roles of negotiation and persuasion in dialogue. / Wells, Simon; Reed, Chris.
Computational models of argument : proceedings of COMMA 2006 . ed. / Paul E. Dunne; Trevor J. M. Bench-Capon. Amsterdam: IOS Press, 2006. p. 235-246 (Frontiers in artificial intelligence and applications; Vol. 144).

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution

TY - GEN

T1 - Knowing when to bargain

T2 - 1st International Conference on Computational Models of Argument

AU - Wells, Simon

AU - Reed, Chris

PY - 2006

Y1 - 2006

N2 - 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.

AB - 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.

KW - Argumentation

KW - Communication protocol

KW - Formal dialectical system

KW - Multiagent system

UR - https://www.scopus.com/pages/publications/84940531996

M3 - Conference contribution

AN - SCOPUS:84940531996

SN - 1586036521

SN - 9781586036522

T3 - Frontiers in artificial intelligence and applications

SP - 235

EP - 246

BT - Computational models of argument

A2 - Dunne, Paul E.

A2 - Bench-Capon, Trevor J. M.

PB - IOS Press

CY - Amsterdam

Y2 - 11 September 2006 through 12 September 2006

ER -

Knowing when to bargain: the roles of negotiation and persuasion in dialogue

Abstract

Publication series

Conference

Keywords

ASJC Scopus subject areas

Access to Document

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