Competitive Communication: A Rhetoric for Modern Business [Paperback]

Barry Eckhouse (Author)

Book Description

ISBN-10: 0195115902 | ISBN-13: 978-0195115901 | Publication Date: December 31, 1998

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.

Editorial Reviews

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

About the Author

Barry Eckhouse is at Saint Mary's College of California.

Product Details

• Paperback: 304 pages
• Publisher: Oxford University Press, USA (December 31, 1998)
• Language: English
• ISBN-10: 0195115902
• ISBN-13: 978-0195115901
• Product Dimensions: 9.2 x 7.5 x 0.6 inches
• Shipping Weight: 1.3 pounds (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
• Amazon Best Sellers Rank: #816,263 in Books (See Top 100 in Books)

More About the Author

Discover books, learn about writers, read author blogs, and more.

Customer Reviews

Most Helpful Customer Reviews

5 of 5 people found the following review helpful:

5.0 out of 5 stars This Book Made Us One Million Dollars, January 26, 2007

By 

Tony Hernandez - See all my reviews

This review is from: Competitive Communication: A Rhetoric for Modern Business (Paperback)

Dr. Eckhouse presents insights and lessons that allow the professional to communicate effectively and enhance differentiation from the competition. The principal engineers of our professional engineering practice have used the techniques he describes in his book to structure proposals and firm deliverables that have: enhanced customer satisfaction, increased our repeat business from existing customers by more than 50%, and garnered over $1 million in design and project fees in the last 4 years.

There are many marketing and professional practice books that present outstanding case study information on enhancing communication and marketing for engineering and design professionals. And they make for fine reading; however, Dr. Eckhouse's book shows you specifically how you can integrate his communication principles into any business you run today.

I strongly recommend this book to any professional looking to differentiate themselves from their competition or increase project revenues.