Negotiation, Persuasion and Argument

Argument is often taken to deal with conflicting opinion or belief, while negotiation deals with conflicting goals or interests. It is widely accepted that argument ought to comply with some principles or norms. On the other hand, negotiation and bargaining involve concession exchange and tactical use of power, which may be contrasted with attempts to convince others through argument. However, there are cases where it is difficult to draw a clear distinction between bargaining and argument: notably cases where negotiators persuade others through `framing' and cases where the aims of negotiation have to do with public assertion and acceptance. Those cases suggest that the distinction between negotiation and argument is not absolute, and this raises the question whether rules about what is acceptable in argument and rules about what is acceptable in negotiation can all be viewed as instances of more general common norms about human interaction.     

Creative reasoning in formal discussion

Systems of formal dialectics articulate methods of conflict resolution. To this end they provide norms to regulate verbal exchanges between the Proponent of a thesis and an Opponent. These regulated exchanges constitute what are known as formal discussions.One may ask what moves, if any, in formal discusions correspond to arguing for or against the thesis. It is claimed that certain moves of the Proponent's are properly designated as arguing for the thesis, and that certain moves of the Opponent purport to criticize the tenability or the relevance of the reasons advanced. Thus the usefulness of formal dialectic systems as models for reasonable argument is vindicated.It is then proposed to make these systems more realistic by incorporating in them a norm of Creative Reasoning that removes the severe restrictions to which the Proponent's arguing was hitherto subject. As a consequence, a certain type of irrelevant reason is no longer automatically excluded. Therefore, it is proposed to extend the Opponent's rights to exert relevance criticism. The new dialectic systems are shown to be strategically equivalent to the original ones. Finally, it is stressed that the Opponent's criticism should not be designated as arguing against the thesis. The Opponent criticizes, but does not argue.