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Of the Process of Negotiation

  • Gavin Kennedy

Abstract

In negotiation, voluntary exchange is free of coercion. Both of us transact not because we like or love each other (though that is not precluded), but because we want something from each other. The negotiated decision settles the terms of exchange. I can only get what I want (my selfish side) by giving to you what you want (my unselfish side), and you can only get what you want (your selfish side) by giving me what I want (your unselfish side). The transaction transforms our selfishness into a mutually wilful exchange (unless either or both of us declines the terms of the transaction). Each of us in the content of our offers exhibits our unselfish side in exchange for our selfish demands.

Keywords

Impartial Spectator Voluntary Exchange Conditional Proposition Cold Insensibility Negotiation Debate 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

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Copyright information

© Gavin Kennedy 2005

Authors and Affiliations

  • Gavin Kennedy
    • 1
  1. 1.EdinburghUK

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