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A Semiotic Approach to Integrative Negotiation
Abstract : 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.
Cited literature [13 references]
https://hal.inria.fr/hal-01350903
Contributor : Hal Ifip Connect in order to contact the contributor
Submitted on : Tuesday, August 2, 2016 - 11:19:16 AM
Last modification on : Wednesday, August 3, 2016 - 1:03:49 AM
Long-term archiving on: : Thursday, November 3, 2016 - 5:41:15 PM
Contributor : Hal Ifip Connect in order to contact the contributor
Submitted on : Tuesday, August 2, 2016 - 11:19:16 AM
Last modification on : Wednesday, August 3, 2016 - 1:03:49 AM
Long-term archiving on: : Thursday, November 3, 2016 - 5:41:15 PM
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