The power of words: Argumentative persuasion in international negotiations
The power of words: Argumentative persuasion in international negotiations
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言语的力量：国际谈判中的论证性说服
DOI：
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发表时间：
2010
期刊：
影响因子：
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通讯作者：
Christopher Grobe
中科院分区：
文献类型：
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作者：
Christopher Grobe
在过去二十年中，国际谈判主要是从理性主义谈判理论的角度进行分析的。但最近，建构主义者指出了一种可能促进多方达成一致的不同机制：论证过程。事实上，许多实证研究都成功地表明，言辞有能力改变行为者最初的谈判立场，从而影响多边谈判的结果。到目前为止，理性主义者一直无法在他们的概念框架内捕捉到辩证性谈话的这一重要作用。因此，本文介绍了一种理性说服理论，我称之为功能说服理论。根据这一理论，基于争论的讨价还价立场的变化完全是由信念驱动的，而不是像建构主义者所认为的那样，是由于代理人偏好的重新制定。功能说服理论的解释力在本文的实证部分通过与建构主义对议论说服的最突出的解释进行了检验来证明。
Throughout the last two decades international negotiations have been predominantly analysed from the perspective of rationalist bargaining theory. But most recently, constructivists have pointed to a different mechanism that may facilitate agreement among multiple parties: processes of argumentation. Indeed, numerous empirical studies were successful in showing that words have the power to change the initial bargaining position of an actor and thereby impact on the outcome of multilateral negotiations. Rationalists have so far been unable to capture this important role of argumentative talk within their conceptual framework. Therefore, this article introduces a theory of rational persuasion, which I call functional persuasion theory. According to this theory argument-based changes in bargaining positions are entirely belief-driven and are not due to a reformulation of agents’ preferences, as constructivists hold. The explanatory power of functional persuasion theory is demonstrated in the empirical part of this article by testing it against the most prominent constructivist explanations of argumentative persuasion.
合法化的话语过程：绘制国际刑事法院案件中的说服岛
影响因子：
7.8
作者：
Deitelhoff;Nicole
通讯作者：
Nicole