Rhetoric of Negotiation
Although there is often competition during negotiations, it's often more effective if both sides are open with each other and collaborate. According to Cynthia King, the rhetoric of negotiation is exhibited by "standing one's own ground while being open to the otherness of the other" (74). This rhetorical perspective allows us to look beyond rhetoric as a transferal of information and view it as a collaboration between rhetor and audience, in which both sides gain information. There are several types of negotiation that can occur:
Win-Rhetoric
Occurs when the rhetor is willing to win at any cost. This type can range from an honest desire to win to a deceptive strategy in which integrity is forfeited in order to win. Example: A politician who is willing to slander the other candidate and engage in illegal activity in order to win the race. |
Listening-Rhetoric
Referred to as a "systematic probing for common ground" (73), this type of rhetoric occurs when a rhetor listens to his opponent in order to collaborate, engage in discussion, or even to outsmart them. Example: Businessmen will engage in discussion with each other to collaborate and find a solution that benefits both. |
The Rhetoric of Negotiation can also occur in everyday life, not just politics or business. I find myself negotiating over small issues with my family and friends. For example, I often negotiate with my roommates about who is going to buy certain necessities. It's important I understand their perspectives on the issues; they might have run out of their weekly allowance from their parents or they don't have gas in their cars. When we negotiate and use listening-rhetoric, we are able to come to a solution that benefits everyone.
What does this tell us about rhetoric?
Negotiating allows us to understand that rhetoric can be applied to any subject with no limitations on who can use it. It can occur both in business and casual, everyday situations. Businessmen are often required to negotiate but negotiations can also take place between parents and children, professors and students, siblings, friends, and so on. As long as negotiating is occurring, rhetoric can take place.
In this video clip below, negotiations are occurring in The Big Bang Theory when Sheldon develops his "Relationship Agreement" for his girlfriend Amy to read. Sheldon is hoping to set a few rules down for how they conduct their relationship, which Amy finds romantic.
What does this tell us about rhetoric?
Negotiating allows us to understand that rhetoric can be applied to any subject with no limitations on who can use it. It can occur both in business and casual, everyday situations. Businessmen are often required to negotiate but negotiations can also take place between parents and children, professors and students, siblings, friends, and so on. As long as negotiating is occurring, rhetoric can take place.
In this video clip below, negotiations are occurring in The Big Bang Theory when Sheldon develops his "Relationship Agreement" for his girlfriend Amy to read. Sheldon is hoping to set a few rules down for how they conduct their relationship, which Amy finds romantic.
Source:
King, Cynthia L. "Beyond Persuasion: The Rhetoric of Negotiation in Business Communication." Journal of Business Communication 47.1 (2010): 69-78. Web. 28 April 2014.
King, Cynthia L. "Beyond Persuasion: The Rhetoric of Negotiation in Business Communication." Journal of Business Communication 47.1 (2010): 69-78. Web. 28 April 2014.