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Knowing When To Bargain - The roles of negotiation and persuasion in dialogue
Simon Wells, Chris Reed
235 - 246
Frontiers in Artificial Intelligence and Applications
Volume 144: Computational Models of Argument
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.

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