Why Is Ethos Important In Negotiation

Introduction – Situation Overview
A recent persuasion encounter I experienced was in the work place setting. In my current role, as an account executive, I manage the partnership relationships. This encounter highlights the multifaceted dynamics that occur in everyday settings.
The main issue involved my company trying to expand upon a current partnership to further develop and achieve revenue goals. I was faced with a situation that involved getting the two parties to come to an agreement. After acquiring the client, and accessing the agreement, I identified there was an opportunity for potential growth within the partnership. After recent developments, which led to a stoppage by Company A for using our product, it was my job to redevelop the relationship between the partner and my company. I started a dialogue by communicating by way of email as well as phone conversations. With business partnerships, capturing the time of the client can be one of the biggest challenges. Through the course of multiple points of outreach, the client was non-responsive on a consistent
According to the Harvard Business Review, “Ethos is your credibility, or the reason people should believe what you are saying.” (Edinger, 2013, para. 3) Ethos in communication is rooted by the philosopher Aristotle who stated, “We believe fair minded people to a greater extent and more quickly than we do others.” (Persuasive power: The Importance of Ethos, Pathos and Logos, 2013, para. 2). Establishing a level of professionalism and providing accurate, and valuable information was important in establishing credibility and developing the relationship. Years of reputable relationships within the partner community proved valuable in establishing and further developing this partnership. I was able to reference working relationships and successful partnerships in a similar industry to build on