Negotiation and Aristotle's Rhetoric: Truth over interests?

Alexios Arvanitis, Antonis Karampatzos
2011 Philosophical Psychology  
Acknowledgments: We are grateful to our friend George Georgiou and an anonymous reviewer for their extremely helpful comments on earlier versions of this paper. Abstract egotiation research primarily focuses on negotiators' interests in order to understand negotiation and offer advice about the prospective outcome. Win-win outcomes, i.e., outcomes that serve the interests of all negotiating parties, have been established and promoted as the ultimate goal for any negotiation situation. We offer
more » ... ituation. We offer a perspective that draws on Aristotle's philosophical program and discuss how the outcome is not defined by the parties' interests, but by the intersubjective validity of claims, which can essentiallybe treated as representative of the "truth."
doi:10.1080/09515089.2011.569910 fatcat:l74txwy3ffhfdhmn4zjlq5nxdu