Results for 'Antonis Karampatzos'

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  1. Negotiation and Aristotle's Rhetoric: Truth Over Interests?Alexios Arvanitis & Antonis Karampatzos - 2011 - Philosophical Psychology 24 (6):845 - 860.
    Negotiation 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 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 essentially be treated as representative of (...)
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    Negotiation as an Intersubjective Process: Creating and Validating Claim-Rights.Alexios Arvanitis & Antonis Karampatzos - 2013 - Philosophical Psychology 26 (1):89-108.
    Negotiation is mainly treated as a process through which counterparts try to satisfy their conflicting interests. This traditional, subjective approach focuses on the interests-based relation between subjects and the resources which are on the bargaining table; negotiation is viewed as a series of joint decisions regarding the relation of each subject to the negotiated resources. In this paper, we will attempt to outline an intersubjective perspective that focuses on the communication-based relation among subjects, a relation that is founded upon communicative (...)
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