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23 mai 2014
- handle: 10670/1.6u11ws
- hal: hal-01350903
- doi: 10.1007/978-3-642-55355-4_1
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info:eu-repo/semantics/altIdentifier/doi/10.1007/978-3-642-55355-4_1
http://creativecommons.org/licenses/by/ , info:eu-repo/semantics/OpenAccess
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Negotiations Bargaining Haggling Negotiating Higgling DickeringCiter ce document
Janos J. Sarbo, « A Semiotic Approach to Integrative Negotiation », HAL-SHS : sciences de l'information, de la communication et des bibliothèques, ID : 10.1007/978-3-642-55355-4_1
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Résumé
An analysis of two-party integrative negotiation reveals the potential of this type of bargaining for being interpreted as a conceptualization process. Past research on a semiotic model of human processing shows the possibility of a definition of a uniform representation of knowledge. In this paper we suggest that by combining the above results integrative negotiation can be positioned as an abductive process. We justify our hypothesis by means of experimental data.