Bridging Preparation and Performance: Systematic Tools for Negotiation Argumentation

Abstract: While negotiation scholars have developed comprehensive frameworks for preparation and analysis, two critical gaps remain: (1) systematic methods for constructing persuasive arguments, and (2) cognitive tools for diagnosing emergent issues in real-time. We address these gaps by introducing two rhetorical systems—topoi and stasis—that complement existing negotiation frameworks. Topoi provides a systematic method for argument generation, addressing the gap left by frameworks that assume persuasive competence. Stasis provides a rapid diagnostic heuristic for assessing contested issues during negotiation, particularly when issues emerge unexpectedly or parties discover misalignment in their discourse. We position these systems as in-negotiation cognitive aids, emphasizing their value for managing the dynamic, adaptive demands of live negotiation. We develop propositions and discuss implications for negotiation training and practice.

Keywords: negotiation, rhetoric, stasis, topoi, argumentation, persuasion