Course: Argumentation and Persuasion

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Course title Argumentation and Persuasion
Course code CVA/PAP
Organizational form of instruction Lecture + Seminary
Level of course Bachelor
Year of study 2
Semester Summer
Number of ECTS credits 2
Language of instruction Czech
Status of course Compulsory-optional
Form of instruction Face-to-face
Work placements This is not an internship
Recommended optional programme components None
Lecturer(s)
  • HEINZ Krystyna, PhDr.
  • BOBÁKOVÁ Hanne-Lore, PhDr. Ph.D.
  • KARPETA Janusz, PhDr.
Course content
1. Definition of basic concepts within argumentation and persuasion. 2. Persuasion in people´s lives. 3 .Persuasion as a communication process. 4. Styles of persuasion and the profile of thepersuader. 5. Prerequisites for persuasion. 6. Persuasion factors. 7. Theses and arguments related to persuasion. 8. Intentionality related to persuasion. 9. Methods of persuasion, self-persuasion and assertiveness . 10. Verbal and non-verbal means of persuasion. 11. Persuasion in managerial and business activities. 12. Intercultural specifics of persuasion . 13. Efficiency of persuasion and its improvement.

Learning activities and teaching methods
Skills demonstration, Seminar classes
Recommended literature
  • EALES-WHITE, R. The Power of Persuasion. London: Kogan Page, 1992. ISBN 0-7494-0682-8.
  • GRÁC, J. Persuázia. Martin: Osveta, 1988.
  • HONEY, P. Tváří v tvář. Praha: Grada, 1997. ISBN 80-7169-445-2.
  • KHELEROVÁ, V. Komunikační dovednosti manažera. Praha: Grada, 1995. ISBN 80-7169-223-9.
  • LAMBERT, E. T. Jak účinně ovlivňovat druhé. Praha: Management Press, 2001. ISBN 80-85943-88-3.
  • MACHIAVELLI, N. Vladař. Praha, 1968.
  • QUANTANILLA, K. M., SHAWN, T. W. Business and Professional Communication. UK: Sage Publications, 2011. ISBN 978-1-4129-6472-2.
  • SKÁCEL, J. Argumentace a přesvědčování (poznámky k přednáškám).. Karviná: OPF, 2003. ISBN 80-7248-185-1.
  • SZYMANEK, K. Umění argumentace: terminologický slovník. Olomouc: Univerzita Palackého, 2003. ISBN 80-244-0699-3.
  • WATZLAWICK, P., BAVELASOVÁ, J., JACKSON, D. Pragmatika lidské komunikace. Hradec Králové, 1999. ISBN 80-86088-04-9.


Study plans that include the course
Faculty Study plan (Version) Branch of study Category Recommended year of study Recommended semester
School of Business Administration in Karvina Hotel Industry (14) Gastronomy, hotel industry and tourism 2 Summer