Using identities-in-talk as a persuasive strategy
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Jonathan Clifton
Abstract
Despite the fact that much has been written on crisis negotiations, very little literature actually looks at the turn by turn identity work that is employed to do persuasion. Taking a social constructionist approach to identity, and using transcripts of negotiations between police negotiators and Merah, a self-proclaimed Mujahedin, this paper reveals the identity work that is strategically deployed in an attempt to persuade Merah to surrender peacefully. Findings indicate that, on the one hand, the police do identity work that negates the relevance of the default identities Mujahedin/Kafir, and on the other hand they do identity work that makes relevant alternative identities that make a peaceful solution more likely.
Abstract
Despite the fact that much has been written on crisis negotiations, very little literature actually looks at the turn by turn identity work that is employed to do persuasion. Taking a social constructionist approach to identity, and using transcripts of negotiations between police negotiators and Merah, a self-proclaimed Mujahedin, this paper reveals the identity work that is strategically deployed in an attempt to persuade Merah to surrender peacefully. Findings indicate that, on the one hand, the police do identity work that negates the relevance of the default identities Mujahedin/Kafir, and on the other hand they do identity work that makes relevant alternative identities that make a peaceful solution more likely.
Chapters in this book
- Prelim pages i
- Table of contents v
- Introduction vii
-
Persuasion in Political Dialogue
- Persuasion or the integration of grammar and rhetoric 3
- The burden of proof in dealing with political accountability 19
- Pre-election TV debates – persuasive games between ethos, logos, and pathos 39
- … every time you’ve offered an opinion, you’ve been wrong 55
- Political debates 85
- Analysing the rhetoric use of the epistemic marker Eu cred că (I think) in Romanian parliamentary discourse 101
-
Persuasive Strategies in Professional Dialogue
- Argumentation at work 145
- Argumentation strategies in mediated professional interactions 161
- Using identities-in-talk as a persuasive strategy 179
- Markers of argumentation in intercultural professional discourse 201
- Leaders banking on ethos 217
- Persuading through narratives 249
- Index 275
Chapters in this book
- Prelim pages i
- Table of contents v
- Introduction vii
-
Persuasion in Political Dialogue
- Persuasion or the integration of grammar and rhetoric 3
- The burden of proof in dealing with political accountability 19
- Pre-election TV debates – persuasive games between ethos, logos, and pathos 39
- … every time you’ve offered an opinion, you’ve been wrong 55
- Political debates 85
- Analysing the rhetoric use of the epistemic marker Eu cred că (I think) in Romanian parliamentary discourse 101
-
Persuasive Strategies in Professional Dialogue
- Argumentation at work 145
- Argumentation strategies in mediated professional interactions 161
- Using identities-in-talk as a persuasive strategy 179
- Markers of argumentation in intercultural professional discourse 201
- Leaders banking on ethos 217
- Persuading through narratives 249
- Index 275
