The methods of reasoning and persuasion (Part 1)

The methods of reasoning and persuasion (Part 1)

The reasoning is the most difficult phase of a business conversation.

 It requires professional knowledge and general erudition, concentration, endurance, and determination. Moreover, we are largely dependent on the interlocutor. After all, it is up to him or her to ultimately decide whether he or she accepts our arguments or not.

The structure of argumentation includes the thesis, arguments, and demonstration.

A thesis is the wording of your position (your opinion, your proposal to the other side, etc.).

Arguments are the cases, provisions, evidence that you give in order to substantiate your point of view. Arguments answer the question of why we should believe in something or do something.

A demonstration is a connection between the thesis and argument (i.e., the process of proving, persuading).

With the help of arguments, you can completely or partially change the position and opinion of your interlocutor. To succeed in a business conversation, you must stick to some of the most important rules:

  • you should operate the simple, clear, precise and convincing terms;
  • tell the truth; if you are not sure that the information is true, do not use it until you verify it;
  • the pace and methods of argumentation should be chosen due to the character and habits of the interlocutor;
  • argumentation must be correct in relation to the interlocutor. Stay away from personal attacks on those who disagree with you;
  • non-business expressions and formulations that impede the perception of what has been said should be avoided, but the speech should be figurative, and the arguments visualized; if you provide negative information, be sure to name the source from which you take your information and arguments.

The methods of reasoning and persuasion (Part 1)

If you are familiar with your subject, then you most likely already have some kind of arguments at your disposal. However, in most cases, if you intend to convince your partners, it will be useful to stock up on compelling reasons in advance. To do this, you can, for example, make a list of topics, weigh and choose the strongest.

But how to properly evaluate which of the arguments are the strongest and which should be discarded? Here are several criteria for evaluating arguments:

  • Good arguments should be factual. Therefore, you can immediately exclude those that you cannot back up with actual data from the list of your arguments.
  • Your arguments should be the most relevant. If not, discard them.
  • Your arguments should be relevant for your opponents, so you need to figure out in advance how interesting and timely they can be.

Modern scientific and educational literature highlights a number of rhetorical methods of reasoning and we shall reveal them in Part 2.