Record Details

Negociation, Threat and Transitivity


View Archive Info
Field Value
Authentication Code dc
Title Statement Negociation, Threat and Transitivity
Added Entry - Uncontrolled Name Gabriel ILIESCU; Spiru Haret University, Faculty of Legal, Political and Administrativ Sciences, ┼×os Berceni, No24, 4th district, Bucharet, 41917, Romania. Tel: 00.40.0724. 028.216;
Uncontrolled Index Term business negotiation
negotiation, inference scheme, threat, transitivity, midle term, premisses, conclusion, conditional, truth function
Summary, etc. The article aims to highlight that in the business world, especially negotiation, it can be seen in at least two respects: threat and inference, emphasizing the second one. Although usually the two are oposittes, sometimes they coincide. On the one hand, the opposition is that the threat is a tool of coercion, while inference is the tool of persuasion. On the other hand the two can coincide. In that case, the threat is not a dirty procedure. By means of threat is corrected the relationship between partners threat as ethics report. The instrument used here is called transitive inference scheme. Its premises are conditionals interpreted by two material implications. I bring actual the results of a previous research. According to those, each of the two implications has its own set of other truth functions as premises. Cartesian product of two sets of functions offer 36 pairs of premises for the conclusion which was originally obtained from two conditionals. The 36 schemes reasoning in this case are all possible inference schemes behavior of a partner during a negotiation and represent the main finding. Reasoning scheme and all its variants are all routines of thinking. Some are brief, others are more extensive. Some are more convincing than others. Inference scheme could also be part of the negotiation scenario. As a result, inferention schemes guided behavior, should be prepared in advance. Studying anticipated the inferences to be used in negotiating we try to anticipate which of these inferences could be a more compelling for the business partner.
Publication, Distribution, Etc. International Conference on Economic Sciences and Business Administration (ICESBA 2015)
2016-01-27 13:37:57
Index Term - Genre/Form Peer-reviewed Paper
Electronic Location and Access application/pdf
Data Source Entry International Conference on Economic Sciences and Business Administration (ICESBA 2015); International Conference on Economic Sciences and Business Administration (ICESBA 2015)
Language Note en
Terms Governing Use and Reproduction Note Authors who submit to this conference agree to the following terms:<br /> <strong>a)</strong> Authors retain copyright over their work, while allowing the conference to place this unpublished work under a <a href="">Creative Commons Attribution License</a>, which allows others to freely access, use, and share the work, with an acknowledgement of the work's authorship and its initial presentation at this conference.<br /> <strong>b)</strong> Authors are able to waive the terms of the CC license and enter into separate, additional contractual arrangements for the non-exclusive distribution and subsequent publication of this work (e.g., publish a revised version in a journal, post it to an institutional repository or publish it in a book), with an acknowledgement of its initial presentation at this conference.<br /> <strong>c)</strong> In addition, authors are encouraged to post and share their work online (e.g., in institutional repositories or on their website) at any point before and after the conference.