Competitive Communication

Competitive Communication offers the first full-length treatment of the classical art of rhetoric with applications to the day-to-day needs of modern managers. Based on the belief that clearly reasoned persuasion is indispensable to professionals who must convince others of their points of view, this text reveals implicit, competitive dimensions of communication to those familiar with contemporary business practices. Concentrating on argumentation--which is viewed both as a process of inquiry and as an act of persuasion--the author reviews principles of reasoning that were central to an age generally credited with having developed the first complete treatment of the art of communication.With Aristotle as guide, Eckhouse demonstrates how the enthymeme, a logical device central to Greek theories of persuasion, is also of powerful relevance to the modern business world. Complementing this discussion is an examination of classical ethos, or credibility, as it is created in language and used to strengthen core arguments modern managers must make. Also offered is an extensive examination of classical fallacies--common pitfalls of argument and debate--which provide early warning signals for those about to enter argumentative danger zones.Ideal for undergraduate and graduate business students, as well as the working professional, Competitive Communication offers an invaluable guide to what is probably the most important ability working professionals can develop in today's business world.

Table of Contents:
Preface Introduction 1: Rhetoric and Competitive Advantage 2: Disposition and the Competitive Message 3: Classical Argument and Modern Business 4: Refutation: Argument as Inquiry 5: Strategic Disposition: Presenting the Case 6: Ethics in Argument: Classical Fallacies 7: Managing Ethos: Argument and Credibility 8: Managing Ethos: Conciseness 9: Managing Ethos: Word Choice 10: Managing Ethos: Syntax 11: Managing Ethos: Punctuation 12: Managing Ethos: Grammar 13: Electronic Ethos: Computer Revision Appendix A. Documents: Principled Organization Appendix B. Documents: Argumentation Appendix C. Documents: Revision

Review :
"Finally, a book that discusses the strategies of good management communication within a theoretical framework/rhetoric that is accessible. In his clear and easy style, Professor Eckhouse shows how the principles of rhetoric result in effective business writing."--Linda Bearner, California State University, Los Angeles "Professor Eckhouse has presented a highly readable book introducing the key elements of classical argumentation and persuasion to the modern professional manager. Today's world requires intense competition for the client-reader, and Eckhouse has produced a highly useable guide to navigate it. Bravo! Competitive Communication is sure to find a valuable place in my professional library." --Gary Cuccio, President, AirTouch Paging "What I hear from business practitioners is 'If you cant persuade, you cant get much of anything done.' The business graduates able to convey their perspective to others convincingly are the ones whose perspectives are going to govern business reality. This book will thus have great appeal to business students. The writing style of this book is exceptionally clear, with graceful sentence structure, a tone that is both philosophical and practical, and a sure sense of word choice." --Jeanette W. Gilsdorf, California State University, Long Beach, and Past President of the Association for Business Communication "This book is a powerful tool, filled with important theory, practical information, and real-world examples. The book is organized in a logical, easy-to-follow order. In fact, professors could easily organize their courses to follow the organization of the book." --William Sonnenschein, University of California, Berkeley "I believe many faculty in business and management communication will welcome and embrace this strongly business-oriented and rhetoric-based text. Professor Eckhouse has managed the marriage of business and rhetoric in a textbook in a way that is both ingenious and substantive."--Michele Zak, Stanford University "I am amazed at the synthesis of classical rhetoric theory and practical, pragmatic application for modern business techniques in oral and written discourse. A unique text."--Harvey Solganick, Missouri Baptist College "Finally a textbook that applies to all business majors not just those who plan to work for a major corporation in a "cube farm." Entrepreneurs, technicians, and small business owners will benefit from Competitive Communication." --Linda van der Wal, Grand Canyon University