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From A ristotle to S adat: A Short Strategic Persuasion Framework for Negotiators
Author(s) -
Weiss Joshua N.
Publication year - 2015
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/nejo.12091
Subject(s) - persuasion , negotiation , pathos , ethos , logos bible software , negotiation theory , public relations , social psychology , psychology , sociology , computer science , political science , law , linguistics , philosophy , operating system
Persuasion is undoubtedly a critical negotiation skill. But while the literature has examined its role in negotiation, few, if any, scholars or practitioners have offered a clear strategic framework for putting persuasion into negotiation practice. The ethos, pathos, and logos modes of persuasion elucidated by A ristotle in the fourth century B . C .E. provide a clear, understandable, and easy‐to‐apply framework that students and trainees can use to prepare for negotiation, to deploy during the negotiation process, and to conduct debriefings following a negotiation. In this article, I describe how to apply this Aristotelian framework and explain an additional dimension of persuasion in negotiation that I believe is also critical: timing. Through the real‐world example of Anwar S adat and his trip to Jerusalem, I demonstrate how this framework has worked in practice.