Teaching negotiation through a rhetorical lens: Practical tools for argumentation and issue diagnosis

Abstract: Many novice negotiators report the same challenge: “I don’t know what to say,” or “I freeze in the moment.” While traditional frameworks (Fisher et al., 2011; Lewicki et al., 2024) help students prepare by clarifying interests and alternatives, they offer little guidance for constructing persuasive arguments or diagnosing issues dynamically. This workshop addresses that gap by introducing two rhetorical tools—topoi and stasis—that make argumentation teachable and adaptable in real time. Topoi provides a systematic method for creating diverse arguments from multiple angles (e.g., comparison, cause-effect, definition, degree, authority, precedent). Instead of assuming negotiators know how to argue persuasively, topoi make the process explicit and teachable. Stasis offers a four-question diagnostic (conjecture, definition, quality, procedure) to quickly assess contested issues when negotiators are stuck or surprised. Workshop Structure • Part 1 (20 min): Introduction to topoi and stasis with examples from negotiation contexts • Part 2 (30 min): Guided practice using topoi to generate 6–8 arguments for a scenario, followed by group comparison • Part 3 (30 min): Stasis diagnostic training with a case study to identify where parties are truly stuck • Part 4 (10 min): Integration and takeaways This workshop is designed for negotiation instructors seeking teachable frameworks and practitioners wanting real-time cognitive aids. No rhetoric background required: these practical tools make expert tacit knowledge explicit and actionable.

Keywords: teaching, rhetoric, stasis, topoi, workshop