Reveals the adversarial nature of joint participation in courtroom cross-examinations through analyzing methods for presenting and preserving alternative versions of past events. Examines three methods employed by witnesses and lawyers: "I don't know" and "I don't remember"; prior testimony to induce a witness to change an…

The essays contained in this volume are attempts not merely to inventory recent developments and disputes in the field of argumentation but also to sharpen them by carrying them as far as current thinking permits. The 16 essays, which show that argumentation scholars are still far from united around a single theory, are divided into four sections.…

Examines and describes the pragmatic uses of the "nuclear winter" metaphor in the original "Science" article and its subsequent use in "Foreign Affairs." Analyzes conditions of the metaphor's birth in the former and its development and use as a conventional metaphor in the latter. Shows that the metaphor became a…

Finds that managers were more likely to recommend that environmental remediation proposals receive priority for funding when they read proposals written in candid language than when they read proposals written in legally defensible language. Shows that threats and a negative tone are highly persuasive in internal environmental compliance reports.…

To test whether verbal choices in a persuasive setting would show less diversity and more qualification than those in a nonpersuasive setting, a study involving 24 college students was undertaken. The subjects were divided into five groups and each group was asked to role play two situations: one calling for the subjects merely to be…

Investigates how numbers function rhetorically by influencing persuasive appeals, the structure of messages, and the use of language. Argues that "three" is the dominant numerical motif in the English language. Asserts that, as long as numbers influence the speech, behaviors, and perceptions of people, their rhetorical significance must…

A study was conducted to determine if the Japanese use logic and argument in different ways than do Westerners. The study analyzed sample rebuttal speeches (in English) of 14 Japanese debaters using the Toulmin model of argument. In addition, it made comparisons with a sample of speeches made by 5 American high school debaters. Audiotapes of the…

The formal and substantive traits of the television program, "60 Minutes" reflect characteristics manifest in Daniel Boorstin's conception of the "pseudo-event." Through both the verbal and visual imagery presented in the context of a narrative format, this television news magazine illustrates the significance of mass media…

Tested the persuasiveness of three extended concluding metaphors: sex, death, and sex-death. (Speech topic for high school students was the anti-legalization of marihuana.) Results indicated that attitudes changed more toward the position advocated in the speech when it contained a concluding sex metaphor than when it did not. (PD)

A study examined the way argumentation in collective bargaining shapes outcomes. Specifically, it explored the types of claims and reasoning processes that characterize bargaining interaction on different subissues of a proposal and tracked the development of arguments through sequential sessions and caucus meetings by examining similarities and…

Examines reactions to male and female discussants who express positions of dissent in small decision-making groups. Results indicate that both men and women were persuasive when they used well-supported arguments. The use of qualifiers (tag questions, disclaimers) only had an adverse affect, however, when used by women. (PD)

Arguing that state and local political issue campaigns warrant increased attention from communication scholars, this paper presents a rationale for analysis of issue campaigns, develops a framework for organizing and analyzing such campaigns, and applies the framework to an analysis of the 1986 campaign for the sale of liquor "by the…

Drawn from a conference intended as a step toward reuniting the disciplines of behavioral sciences and law, the items in this compilation were prepared by practitioners and educators in the areas of law, communication, social psychology, and sociology. The items are arranged in five sections according to these topics: interviewing and counseling,…

Suggests that an interpretive view of communication, with philosophical assumptions about the nature of persons and communication, provides a perspective from which scholars study argumentation. Presents arguments supporting the value of the interpretive perspective, and answers criticisms by showing how those criticisms are grounded in…

Confirms the hypotheses that (1) males are expected to use more aggressive persuasive strategies and when they do not conform to such expectations, attitude change is inhibited; and (2) females are not expected to use such aggressive strategies and are penalized when they are the source of unexpectedly aggressive message strategies. (PD)