persuasion in business negotiations

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1、Chapter2PersuasioninbusinessnegotiationsAnneMarieBülow-MøllerContrarytomanypeoplesbelief,inbusinessnegotiationspersuasionissome-timesanindicatorofdeadlock.Itwouldbenaturaltoassumethatthebestnegotiatorswerealsothepeoplebestabletopersuadetheopponent;however

2、,thereissomethingspecialaboutthegenreofface-to-facebusinessnegotiationthatsetsitapartfrommerepersuasivetalk:ithastwoparties,eachtryingtopersuadetheother.Thusinnegotiations,persuasionisinteractive.Mostcom-paniesfindthattheirhighlytrustednegotiatorsarenotnec

3、essarilysmoothtalkers;theyare,however,invariablyaccomplishedlisteners.Tounderstandwhythepresenceofpersuasioncancountasadangersignalforthenegotiation,considerthisexperimentalstudybyRoloff,Tutzauer,andDailey(1989):Themorebargainingdyadsengagedinpersuasivear

4、gumentation,themorelikelytheydeadlocked.Infact,persuasiveargumentationwasthestrongestpredictorofdeadlockingofanycommunicationvariablemeasuredinthisstudy.Second,thedegreeofpersuasiveargumentationwasnegativelyrelatedtoattainingintegrativeoutcomes.Importantl

5、y,thisrelationshipdissipatedwhencontrollingfordeadlocks.Thus,increasinglevelsofpersuasiveargu-mentationwerepositivelyassociatedwithdeadlockingwhichinturnresultedinlessintegrativeagreements.Amongdyadsnotdeadlocking,therewasnorelationshipbetweenpersuasivear

6、gumentationandreachinganintegrativeagreement[...].(1989:117)Ifitistruethatpersuasionisnegativelyrelatedtointegrativeoutcomes(i.e.situationswherebothpartiesaresatisfied),thentheseresultsmeritsomeat-tentionfromdiscourseanalysts.Itwillbearguedbelowthatinthisp

7、rototypesituationwheretheinterlocutorsexpecteachothertotrytogainanadvantageoveranunwarypartner,thenormalrulesofefficientrhetoricdonotapply,preciselybecausesuchploysareexpected(cf.Östmanthisvolume;alsoChapter9).Thenormalrulesofconversation,however,doapply,o

8、rallcommunicationAnneMarieBülow-Møllerwouldbreakdown.Itisthroughtheuseofinteractionthatpersuasionworks,ifitworks.Toillustratethisintricatedouble-takeinteractionprocess,Ishalllookfirstatthenatureofpersuasioninnegoti