Business Communications

Paper Summary:

This paper explains that the ability to communicate persuasively is an important managerial tool. The author points out that business communication is basically a competitive and rhetorical activity where writers and speakers try to gain advantage over competition that vies for the same audience's attention. The paper describes four steps in persuasive communication: (1) put the audience in a receptive mood by creating goodwill; (2) create the factual background; ( 3) provide proof either by showing the benefits or by appealing to self-interests; and (4) present the or strongest argument last. The paper contains a long quotation.

From the Paper:

"Just as important, in this day and age of continuous change and competition, it is essential that ethics be part of the consideration for persuasive communication. It is very possible, with the wrong intent, to persuade individuals for the wrong reasons or to something that is not to their benefit. In "Ethics and Excellence", Solomon (1992) writes about the basic Aristotelian virtues of fairness, honesty, and trust and develops a basis for ethics that emphasizes personal character and virtue in a business context."

Sample of Sources Used:

• Eckert, B. Competitive Communication: A Rhetoric for Modern Business Oxford University Press, 1999
• Locker, K. O. (2003). Will professional communication be the death of business communication? Business Communication Quarterly, vol.66 no. 3, 118-132.
• Solomon, R. C. (1992). Ethics and excellence: Cooperation and integrity in business New York: Oxford University Press
• Stevens, P. The Car Accident: An Exercise in Persuasive Writing Communication Teacher Vol. 19, No. 2, April 2005, pp. 62-67
• Thompson, P. Persuading Aristotle. NY: Allen & Unwin, 1999.

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