Different Concepts Such as That of Rhetorical, Manipulative, Leading and Seductive Forms

In this essay, I am going to argue that different concepts such as that of rhetorical, manipulative, leading and seductive forms attempt to give an understanding of the nature of communication within management practices. Using the theory of influential persuasion as a neutral tool, manipulation as a source of compliance and leadership as a seductive game suggests a degree of coordination used by management to achieve important goals.

These arguments will be made in three sections. In section one I will draw upon the writing of Watson (1995) to demonstrate rhetoric as being the everydayness of managerial work thus the basic form of talk in an organisation. It has been recognised as being an ordinary human competence, linked with thinking and having a rich element of complicity. Section two uses Roberts (1984), Milgram (1974) and Jackson & Carter (2000) to explain that by managers having morally neutral characteristics, the manipulation of behaviour can be used to help pursue acts of managerial effectiveness. Manipulation is exposed as a dangerous dominant figure together with power and authority and is compared to being one of success when applied effectively to individuals. In section three, it is shown through Càlas and Smircich (1991), Gabriel (1997), Jackall (1988), Parsons (1967), Knights and Roberts (1982) and Pfeffer (1977) how leadership inspires decision making and responsibility. Described are the different aspects of leadership, the leadership and seduction juxtaposition as well as the power and knowledge involvement. I conclude that management is conducted through forms of communication, more so through talk and persuasion, which enables employees to work more productively in order to achieve the business goals.

Communicating in a rhetorical form:

Persuasive communication is most commonly used in contemporary management. This persuasion is in effect part of an influential theory that helps members of management to control aspects of their work. Watson (1995) describes rhetoric as “…all about using language to persuade...to persuade them of our personal validity, credibility and worthiness...” It is this subjective view that captures the essence of rhetoric. Within organisations, managers strive for procedural rationality and look at productive ways to reach their goals. Since the concepts of physical coercion and compulsion have now been deteriorated, more meaningful forms of communication realise these outcomes. Through talk specifically, the thoughts of others can be influenced in the desired way and more meaning can be given to situations. It is seen that persuasion will often involve ordinary human competence (Nash 1989; in Watson 1995) and is an important skill. Even though individuals think about decisions themselves, there is in fact a negotiation concept used and people are as Watson (1995) puts it, “…debating with

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