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.
IOS Press, Inc.
6751 Tepper Drive
Clifton, VA 20124
Tel.: +1 703 830 6300
Fax: +1 703 830 2300 firstname.lastname@example.org
(Corporate matters and books only) IOS Press c/o Accucoms US, Inc.
For North America Sales and Customer Service
West Point Commons
Lansdale PA 19446
Tel.: +1 866 855 8967
Fax: +1 215 660 5042 email@example.com