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.
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Communication dans un congrès
Kecheng Liu; Stephen R. Gulliver; Weizi Li; Changrui Yu. 15th International Conference on Informatics and Semiotics in Organisations (ICISO), May 2014, Shanghai, China. Springer, IFIP Advances in Information and Communication Technology, AICT-426, pp.1-10, 2014, Service Science and Knowledge Innovation. 〈10.1007/978-3-642-55355-4_1〉
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Janos Sarbo. A Semiotic Approach to Integrative Negotiation. Kecheng Liu; Stephen R. Gulliver; Weizi Li; Changrui Yu. 15th International Conference on Informatics and Semiotics in Organisations (ICISO), May 2014, Shanghai, China. Springer, IFIP Advances in Information and Communication Technology, AICT-426, pp.1-10, 2014, Service Science and Knowledge Innovation. 〈10.1007/978-3-642-55355-4_1〉. 〈hal-01350903〉

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