Rhetorical argumentation and persuasion in business negotiations

Abstract

The paper deals with the problems of rhetorical effect common to another side of the negotiations. It is argued that a persuasive speech is very important competence of negotiator, as nothing can change negotiator’s speech. Only directly negotiating, providing evidences, arguments, counterarguments, and controversy the negotiators can move quickly to the overall objective of the agreement. Even with a well-developed modern means of communication, the Internet, electronic negotiation support systems, negotiators are able to move to direct negotiations. In bargaining process negotiator demonstrates himself, his appearance, mind, manners, emotions, ethics, etiquette knowledge, characteristics of voice, gestures, movements, facial expressions, reactions and their other communication options. The usage of rhetorical tools in bargaining process, the success of staying in contact with another side of the negotiations is an important factor of effective negotiations. If classical rhetoric focused attention on how to convince another part, in modern rhetoric, the emphasis is put on dialogue, interaction between speakers, and harmonization of relations.