Background information on the seminar topic "Argumentation Training and Persuasion Technique"

Where people meet, different opinions meet also. Informing, convincing or negotiating a compromise - there are many reasons for an exchange of views.

This can lead to discussions in which everyone tries to convince the other person of his or her opinion. However, it is not necessarily the party with the best substantive arguments that is successful, but those who can market themselves more skilfully. Accordingly, methodical reasoning and discussion, also called dialectics, has a long history. It was the ancient Greeks who first coined this term.

In early Rome, too, the right way of conducting conversations was called rhetoric and was seen as an essential ability. The name of Cicero, who was considered the most talented speaker of his time, is still well-known today. The most common form of persuasion is that of argument and counterargument, with which one underpins one’s own opinion and undermines that of the opponent.

Often however, non-objective arguments can be found in an otherwise serious discussion, for example involving polemics or personal insults. And so other tactics and stylistic devices have also become an indispensable part of a well-run discussion.

An important part of discussions is interaction. Convincing body language and good knowledge of human nature can thus become a decisive advantage.

However, the most important contributing factor to a successful argument is good preparation and sufficient experience. In this way, everyone can learn the methods of persuasion and train themselves in sound argumentation techniques.


Seminars on argumentation training and persuasion techniques are conducted by the Management Institute Dr. A. Kitzmann in Münster, Hamburg, Berlin, Frankfurt and Munich.

Author: Management Institute Dr. A. Kitzmann

Further background information can be found here.

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