RETORINIS ARGUMENTAVIMAS IR ĮTIKINIMAS VERSLO DERYBOSE
RHETORICAL ARGUMENTATION AND PERSUASION IN BUSINESS NEGOTIATIONS

Summary/Abstract: The paper deals with the problems of rhetorical effect to other side of the negotiations. It is argued that a persuasive speech is very important competence of negotiator, as nothing can change negotiator’s alive speech. Only directly negotiating, giving evidence, arguments, counter-arguments, controversy 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 moving to another part of the world for direct negotiations. Negotiator in alive bargaining process demonstrates himself, his appearance, mind, manners, emotions, ethics, etiquette knowledge, characteristics of voice, gestures, movements, facial expressions, reactions and their other communication options. The use of rhetorical tools in bargaining process, the success of staying in contact with the other half of the negotiations is an important factor for effective negotiations. If classical rhetoric focused attention on how to convince the other part, in modern rhetoric, focus is focused more to dialogue, to interaction between speakers, and harmonization of relations.

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