This thesis is concerned with the study of argument in organizational settings. It proposes that argument as a means of persuading others has been neglected in favour of an emphasis on the social and political aspects of organizational life. Using the Theory of Personal Constructs and the techniques of Cognitive Mapping a new theory of argument is developed which attempts to incorporate man as a valuing and a reasoning being. Three research settings in which argument had a significant influence are studied, and the use of Cognitive Mapping as a practical aid to representing and developing argument is described.
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