Influencing Men In Business; The Psychology Of Argument And Suggestion by Walter Dill ScottInfluencing Men In Business; The Psychology Of Argument And Suggestion by Walter Dill Scott

Influencing Men In Business; The Psychology Of Argument And Suggestion

byWalter Dill Scott

Paperback | January 11, 2012

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This historic book may have numerous typos, missing text or index. Purchasers can download a free scanned copy of the original book (without typos) from the publisher. 1916. Not illustrated. Excerpt: ... MAKING ARGUMENTS EFFECTIVE The Requisites Of Completed DeliberaTion As shown in Chapter II, "An Analysis of Deliberation," we present arguments in order that we may make people deliberate. That their deliberation may be complete they must do five things: 1. They must have an adequate idea of the thing which we are attempting to persuade them to choose or to do. 2. They must have a clear idea of just what they must do to choose the thing proposed. 3. They must be led to attach value to our offer. 4. They must consciously weigh the evidence which we have presented in comparison with reasons for selecting other things or for not acting at all. 5. And finally they must be led to make a more or less logical deduction resulting in conviction and the performance of the act which we are advocating. The strength of an argument can not be judged by its phraseology but depends exclusively upon the success it has in causing persons to perform these five essential steps in a typical act of deliberation. I. Creating An Adequate Idea Of What Is Offered An argument must give data concerning the thing proposed. The skill is not so much in giving much data as in giving the most effective data. The real essential nature of most things does not consist in the material substances which compose them but in the relationships and functions which they sustain. Water is not adequately described by stating that it is composed of two parts of hydrogen to one of oxygen. The important thing about water is the uses which may be made of it. No one is able to give an exhaustive description of anything. The relationships which even a simple thing sustains are innumerable. A bar of soap may be completely described so far as its chemical constituents are concerned but no exploiter of soap has been...
Title:Influencing Men In Business; The Psychology Of Argument And SuggestionFormat:PaperbackDimensions:30 pages, 9.69 × 7.44 × 0.06 inPublished:January 11, 2012Publisher:General Books LLCLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0217490069

ISBN - 13:9780217490061