This study examines the use of persuasive language by male and female entrepreneurs in high-stakes negotiation settings, focusing on gendered communication strategies. With a particular emphasis on Aristotle’s modes of persuasion (Ethos, Pathos, and Logos), the research analyzes 44 negotiation conversations from Shark Tank US , Season 11, using a quantitative approach. Data were processed with SPSS to assess gender differences in persuasive strategies. The findings reveal significant gendered patterns: male entrepreneurs predominantly used Logos as a way to emphasize on logical reasoning and evidence to persuade investors, while female entrepreneurs more often employed Pathos, sparking emotional appeals to build empathy and engagement. These differences are discussed in light of social constructivist theories of language, which suggest that gendered communication reflects broader societal power dynamics. The study highlights the challenges women face in balancing authority with warmth in negotiations, a double bind identified in earlier research. This research contributes to our understanding of how gender influences persuasive strategies in entrepreneurial contexts and offers implications for promoting more equitable communication in business settings. It also suggests that future research should further explore how these findings can be applied to support female entrepreneurs in overcoming communication barriers and achieving greater success in negotiation and leadership roles.

Delineating a nuanced distinction between high-pressure and high-stakes scenarios, this study introduces the Measure of Interpersonal Apprehensions in High-Stakes Situations (MIPHSS), a sophisticated assessment instrument designed to comprehensively evaluate the direct, and mediating, effects of interpersonal apprehension (IpA) on the behavior (BA) and performance apprehension (PA) of professionals operating in high-stakes contexts. Additionally, the study explores the moderating effects of gender and behavioral and communication training (B&CT ) on these relationships. The hypotheses were empirically tested using SmartPLS-3, employing a sample of 210 professionals operating within high-stakes environments. The findings show a direct positive impact of interpersonal apprehension on both behavioral and performance apprehension, with behavioral apprehension identified as a mediating factor in the relationship between interpersonal and performance apprehension. Notably, the moderating effect of gender was statistically insignificant. Conversely, B&CT exhibited a moderately significant impact on mitigating performance apprehension in professions characterized by heightened stakes.

We gathered data from business practitioners to learn how they describe successful online business presentations. We found that many—but not all—successful examples were described in terms of classical rhetorical concepts (e.g., source credibility and content). We also found that about 20% of the examples were described as successful because of technology deployment, audience interactivity, or both. We conclude that professors of management communication should teach the online presentation, that such instruction should include classical rhetorical concepts (with some appropriate adjustments), and that instruction should be expanded to include technology and interactivity.

Business and professional communication courses hold special opportunities to contribute to students’ development of entrepreneurial mindsets through the use and extension of classical rhetorical theory and praxis. We situate pedagogical activities within the context of the entrepreneurial venture pitch by using Rhetorical Canons of invention, arrangement, style, memory, and delivery to develop oral discourse while recognizing and developing entrepreneurial mindsets. We utilize elements of entrepreneurial mindset development presented by Kuratko et al. and Daspit et al. to introduce business and professional communication instructors to cognitive, behavioral, and emotional aspects contributing to the establishment of entrepreneurial mindsets.

Because few studies of disciplinary business writing have examined whether language features play a role in instructor assessment of student writing, this study explored the relationship between student language use and instructor essay scores. Undergraduate business students wrote a case study critique as part of their final exam, and their critiques were evaluated by their instructors for theory integration and essay structure. Student language use was analyzed in terms of error rate, lexical sophistication, lexical diversity, and phrasal complexity. Whereas lexical sophistication positively predicted instructor scores, error rate was a negative predictor of their assessment of business student writing.

This study describes how reflections allowed students to express their audience awareness as they wrote a multiaudience messages packet. We present an analysis of 27 reflections in which students described their experience when responding to the various audiences. Students’ reflective depth varied, though deeper reflections demonstrate sophistication in considering audience constraints and values. Students reported difficulty with negative and persuasive messages and indicated concern about their credibility. Reflections can help instructors understand how students are considering audiences for business documents, which instructors can use to improve their instruction and assess how well students consider business audiences.

This article explores how rhetorical myth can be used as a tool for persuading employees to accept change and to maintain consensus during the process. It defines rhetorical myth using three concepts: chronographia (a rhetorical interpretation of history), epideictic prediction (defining a present action by assigning praise and blame to both past and future), and communal markers (using Burkean identification and rhetorically defined boundary objects to define a community). The article reports on a 3-year ethnographic study that documents the development of a rhetorical myth at Iowa State University’s Printing Services department as it underwent changes to its central software system.