Agreement as the convergence of will: A consensualistic approach to negotiation

New Ideas in Psychology 37:24-32 (2015)
Download Edit this record How to cite View on PhilPapers
Negotiation is often treated as an attempt to reconcile conflicting interests. Instead, I define negotiation as an attempt to produce a convergence of will. Based on a distinction initially made by Rawls (1955), I draw attention away from summary rules that are introduced during negotiation, including win-win interest prescriptions, and put the emphasis on the practice rules that are validated by the final agreement. The term convergence of will refers to the co-adoption of practice rules that define the interaction that is the subject of negotiation. It essentially refers to the negotiating parties establishing the normative or “ought” standards of the interaction they are negotiating about. Moving from the subjective view of Kant to the intersubjective view of Habermas, I offer an approach that examines how agreement validates the “ought” requirements of that interaction, going beyond underlying interests.
PhilPapers/Archive ID
Upload history
First archival date: 2017-04-14
Latest version: 1 (2017-04-14)
View other versions
Added to PP index

Total views
278 ( #23,908 of 64,068 )

Recent downloads (6 months)
51 ( #14,944 of 64,068 )

How can I increase my downloads?

Downloads since first upload
This graph includes both downloads from PhilArchive and clicks on external links on PhilPapers.