{"id":8462,"date":"2022-03-12T18:47:29","date_gmt":"2022-03-12T17:47:29","guid":{"rendered":"http:\/\/icar.cnrs.fr\/dicoplantin\/?p=8462"},"modified":"2024-11-08T21:38:51","modified_gmt":"2024-11-08T20:38:51","slug":"persuasion","status":"publish","type":"post","link":"https:\/\/icar.cnrs.fr\/dicoplantin\/persuasion\/","title":{"rendered":"Persuasion"},"content":{"rendered":"

PERSUASION<\/span><\/h1>\n\n\n\n
La rh\u00e9torique est associ\u00e9e \u00e0 l’entreprise de persuasion par le langage, produisant une croyance et une disposition \u00e0 l’action. Cette d\u00e9finition courante ne doit pas faire oublier, d’une part, qu’\u00e0 l’\u00e9poque moderne la rh\u00e9torique n’a pas le monopole de l’\u00e9tude de la persuasion<\/span>, et que, d\u00e9finie comme un art de bien dire, elle a su renoncer \u00e0 la persuasion<\/span>, \u2013 parfois d\u00e9nonc\u00e9e comme une forme de colonisation des esprits.<\/span> <\/span><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

1. La persuasion, <\/span>essence<\/span> de la<\/span> rh\u00e9torique<\/span><\/span><\/h1>\n

Depuis<\/span> Isocrate<\/span> et<\/span> Aristote,<\/span> la parole<\/span> rh\u00e9torique<\/span> argumentative<\/span> est <\/span>couramment d\u00e9finie<\/span> par<\/span> sa<\/span> fonction,<\/span> persuader<\/span><\/em> :<\/span><\/p>\n

Posons<\/span> que<\/span> le<\/span> rh\u00e9torique<\/span> est<\/span> la<\/span> capacit\u00e9<\/span> (<\/span>dunamis<\/span>)<\/span> de<\/span> discerner<\/span> (<\/span>the\u00f4rein<\/span>)<\/span> dans <\/span><\/span>chaque<\/span> cas<\/span> ce<\/span> qui<\/span> est<\/span> potentiellement<\/span> persuasif<\/span>.<\/span> (<\/span>Rh\u00e9t<\/span><\/em>.,<\/span> i,<\/span> 2,<\/span> 1355b26<\/span> ;<\/span> trad. <\/span><\/span>Chiron,<\/span> p.<\/span>124).<\/span><\/span><\/p>\n

Cette<\/span> d\u00e9finition<\/span> est <\/span>reprise<\/span> par<\/span> Crassus, mis en sc\u00e8ne par<\/span> Cic\u00e9ron<\/span> :<\/span><\/p>\n

C<\/span>r<\/span>a<\/span>s<\/span>s<\/span>u<\/span>s <\/span>:<\/span> A<\/span>in<\/span>si,<\/span> j<\/span>\u2019<\/span>a<\/span>i ap<\/span>p<\/span>r<\/span>i<\/span>s q<\/span>u<\/span>e<\/span> l<\/span>e<\/span> pr<\/span>em<\/span>i<\/span>e<\/span>r<\/span> d<\/span>e<\/span>v<\/span>o<\/span>i<\/span>r<\/span> d<\/span>e<\/span> l<\/span>\u2019<\/span>o<\/span>rat<\/span>eu<\/span>r<\/span> e<\/span>st<\/span> d<\/span>e<\/span> s<\/span>\u2019<\/span>ap<\/span>p<\/span>l<\/span>i<\/span>q<\/span>u<\/span>e<\/span>r \u00e0 <\/span>p<\/span>e<\/span>rs<\/span>u<\/span>ad<\/span>e<\/span>r<\/span><\/em> (<\/span>D<\/span>e<\/span> l<\/span>\u2019<\/span>o<\/span>r<\/span><\/em>.<\/span> I<\/span>,<\/span> XXX<\/span>I<\/span>,<\/span> 1<\/span>3<\/span>8<\/span> ;<\/span> p<\/span>.<\/span> 5<\/span>1<\/span>)<\/span>,<\/span><\/p>\n

P<\/span>e<\/span>r<\/span>e<\/span>lm<\/span>a<\/span>n<\/span> &<\/span> O<\/span>l<\/span>b<\/span>r<\/span>e<\/span>c<\/span>h<\/span>t<\/span>s<\/span>– <\/span>T<\/span>y<\/span>t<\/span>eca<\/span>\u00a0m<\/span>e<\/span>t<\/span>t<\/span>e<\/span>n<\/span>t<\/span> au<\/span> c<\/span>e<\/span>n<\/span>t<\/span>r<\/span>e<\/span> d<\/span>e<\/span> l<\/span>eu<\/span>r<\/span> d<\/span>\u00e9<\/span>f<\/span>i<\/span>n<\/span>i<\/span>t<\/span>i<\/span>on,<\/span><\/p>\n

l<\/span>\u2019<\/span>a<\/span>d<\/span>h<\/span>\u00e9<\/span>s<\/span>i<\/span>on<\/span> d<\/span>e<\/span>s<\/span> e<\/span>sp<\/span>r<\/span>i<\/span>t<\/span>s <\/span>a<\/span>u<\/span>x<\/span> t<\/span>h<\/span>\u00e8<\/span>s<\/span>e<\/span>s<\/span> q<\/span>u<\/span>\u2019<\/span>on<\/span> pr<\/span>\u00e9<\/span>s<\/span>e<\/span>n<\/span>t<\/span>e \u00e0<\/span> l<\/span>eu<\/span>r<\/span> a<\/span>s<\/span>s<\/span>e<\/span>n<\/span>t<\/span>i<\/span>m<\/span>e<\/span>n<\/span>t (Trait\u00e9<\/em>, p. 5)<\/span>,<\/span><\/p>\n

a<\/span>v<\/span>a<\/span>n<\/span>t<\/span> d<\/span>\u2019<\/span>\u00e9<\/span>l<\/span>ab<\/span>or<\/span>e<\/span>r<\/span> l<\/span>a<\/span> n<\/span>o<\/span>t<\/span>i<\/span>on <\/span>d<\/span>\u2019<\/span>a<\/span>d<\/span>h<\/span>\u00e9<\/span>s<\/span>i<\/span>on au<\/span> m<\/span>oy<\/span>e<\/span>n<\/span> d<\/span>e<\/span> l<\/span>\u2019<\/span>o<\/span>p<\/span>po<\/span>s<\/span>i<\/span>t<\/span>io<\/span>n<\/span> e<\/span>n<\/span>t<\/span>r<\/span>e<\/span> p<\/span>e<\/span>r<\/span>s<\/span>uad<\/span>e<\/span>r<\/span> e<\/span>t<\/span> co<\/span>n<\/span>v<\/span>ai<\/span>n<\/span>c<\/span>re<\/span><\/a>,<\/span> V<\/span>. <\/span>A<\/span>r<\/span>g<\/span>u<\/span>me<\/span>n<\/span>ta<\/span>t<\/span>io<\/span>n 1<\/span><\/a> ;<\/span> A<\/span>s<\/span>s<\/span>e<\/span>n<\/span>t<\/span>i<\/span>me<\/span>nt<\/span><\/a>.<\/span><\/p>\n

S<\/span>e<\/span>lo<\/span>n<\/span> c<\/span>e<\/span>s<\/span> d\u00e9finitions<\/span> de<\/span> r\u00e9f\u00e9rence,<\/span> la<\/span> rh<\/span>\u00e9<\/span>to<\/span>r<\/span>i<\/span>que<\/span> s<\/span>\u2019<\/span>i<\/span>n<\/span>t<\/span>\u00e9<\/span>r<\/span>e<\/span>s<\/span>s<\/span>e <\/span>f<\/span>o<\/span>n<\/span>da<\/span>m<\/span>e<\/span>n<\/span>t<\/span>a<\/span>l<\/span>e<\/span>m<\/span>e<\/span>n<\/span>t<\/span> au<\/span> d<\/span>i<\/span>s<\/span>c<\/span>o<\/span>u<\/span>r<\/span>s<\/span> s<\/span>t<\/span>r<\/span>u<\/span>ct<\/span>u<\/span>r<\/span>\u00e9<\/span> p<\/span>a<\/span>r<\/span> l<\/span>\u2019<\/span>i<\/span>n<\/span>t<\/span>e<\/span>n<\/span>t<\/span>i<\/span>o<\/span>n<\/span> de<\/span> <\/span>persuader<\/span> <\/span>(illocutoire, s’exprimant ouvertement dans le discours),<\/span> c<\/span>\u2019<\/span>e<\/span>s<\/span>t<\/span>–<\/span>\u00e0<\/span>–<\/span>d<\/span>i<\/span>r<\/span>e<\/span> de <\/span>c<\/span>o<\/span>m<\/span>m<\/span>un<\/span>i<\/span>quer,<\/span> expliquer,<\/span> l\u00e9gitimer<\/span> et<\/span> faire<\/span> partager<\/span> le<\/span> point<\/span> de<\/span> vue<\/span> qui<\/span> s\u2019y <\/span>exprime<\/span> et<\/span> les<\/span> mots q<\/span>u<\/span>i<\/span> l<\/span>e<\/span> d<\/span>i<\/span>s<\/span>e<\/span>n<\/span>t<\/span>.<\/span> L<\/span>a<\/span> p<\/span>e<\/span>r<\/span>s<\/span>ua<\/span>s<\/span>i<\/span>o<\/span>n<\/span><\/span> (<\/span>p<\/span>e<\/span>rl<\/span>o<\/span>c<\/span>u<\/span>to<\/span>i<\/span>r<\/span>e<\/span>)<\/span> r<\/span>\u00e9<\/span>s<\/span>u<\/span>l<\/span>te<\/span> de<\/span> l<\/span>a <\/span>r<\/span>\u00e9<\/span>a<\/span>l<\/span>i<\/span>s<\/span>a<\/span>t<\/span>io<\/span>n de ces<\/span> intentions.<\/span><\/p>\n

Dans ses conditions de r\u00e9alisation, la persuasion rh\u00e9torique ouverte s’oppose \u00e0 la manipulation<\/strong>. <\/span>Les th\u00e8ses que d\u00e9fend l’argumentation sont pr\u00e9sent\u00e9es<\/em>, et non impos\u00e9es<\/em>, \u00e0 l’esprit<\/em> des auditeurs<\/span>, c’est-\u00e0-dire aux humains, en tant que dot\u00e9s d’une capacit\u00e9 d’examen et d’un pouvoir de d\u00e9cision, et, il faut le pr\u00e9ciser, vivant dans des conditions \u00e9conomiques et sociales qui leur permettent d\u2019exercer pleinement ces capacit\u00e9s. Cette action sur les esprits est oppos\u00e9e \u00e0 la manipulation<\/a> des \u00e2mes et des corps \u2013 apparemment consid\u00e9r\u00e9s comme les lieux de l’irrationnel<\/span> : les \u00e2mes avec leurs capacit\u00e9s d’\u00e9motion et de sensibilit\u00e9 aux appels romantiques ou mystiques\u00a0; des corps qui peuvent marcher et vibrer \u00e0 l’unisson sous l’influence d’une image ou d’un mantra musical.<\/p>\n

L<\/span>a<\/span> t<\/span>r<\/span>a<\/span>d<\/span>i<\/span>t<\/span>io<\/span>n<\/span> rh\u00e9torique<\/span> l<\/span>i<\/span>e<\/span> l<\/span>e<\/span> d<\/span>i<\/span>s<\/span>c<\/span>o<\/span>u<\/span>rs<\/span> de<\/span> p<\/span>e<\/span>rs<\/span>ua<\/span>s<\/span>io<\/span>n<\/span> \u00e0 la production d’une <\/span>repr\u00e9sentation<\/span> probable<\/span>–<\/span>vraisemblable-plausible<\/span><\/a>, que les philosophes essentialistes, <\/span>comme Platon, opposent p<\/span>a<\/span>r<\/span>f<\/span>o<\/span>i<\/span>s<\/span> au<\/span> d<\/span>i<\/span>s<\/span>c<\/span>o<\/span>u<\/span>r<\/span>s<\/span> vrai<\/a>.<\/span> (vs vraisemblable<\/span><\/a>).<\/span><\/p>\n

2. Une rh\u00e9torique sans persuasion : <\/span>l\u2019ars<\/em><\/span> bene<\/span> dicendi<\/span><\/em><\/span><\/h1>\n

L<\/span>e<\/span> ch<\/span>a<\/span>pi<\/span>t<\/span>r<\/span>e<\/span> 1<\/span>5<\/span> d<\/span>u<\/span> l<\/span>i<\/span>v<\/span>r<\/span>e<\/span> II<\/span> de<\/span> l<\/span>\u2019<\/span>I<\/span>n<\/span>s<\/span>t<\/span>itu<\/span>t<\/span>i<\/span>o<\/span>n<\/span> o<\/span>r<\/span>a<\/span>t<\/span>oire<\/span><\/em> de<\/span> Q<\/span>u<\/span>i<\/span>n<\/span>til<\/span>i<\/span>e<\/span>n<\/span> met<\/span> en <\/span>question<\/span> les<\/span> d\u00e9finitions<\/span> de<\/span> la<\/span> rh\u00e9torique<\/span> fond\u00e9es sur<\/span> la<\/span> persuasion<\/span> :<\/span><\/span><\/p>\n

La <\/span>d\u00e9fi<\/span>n<\/span>i<\/span>t<\/span>io<\/span>n<\/span> l<\/span>a<\/span> pl<\/span>u<\/span>s<\/span> co<\/span>m<\/span>m<\/span>u<\/span>n<\/span>e<\/span> de<\/span> l<\/span>a<\/span> rh<\/span>\u00e9<\/span>to<\/span>r<\/span>i<\/span>que,<\/span> c<\/span>\u2019<\/span>e<\/span>st<\/span> q<\/span>u<\/span>\u2019<\/span>e<\/span>l<\/span>l<\/span>e<\/span> e<\/span>st<\/span> \u201c<\/span>l<\/span>e<\/span> p<\/span>o<\/span>uv<\/span>o<\/span>i<\/span>r<\/span> de <\/span><\/em>p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>d<\/span>e<\/span>r<\/span><\/em>\u201d<\/span> (<\/span>I<\/span>.<\/span> O<\/span>.<\/span><\/em>,<\/span> i<\/span>i,<\/span> 1<\/span>5<\/span>,<\/span> 3<\/span> ;<\/span> p<\/span>.<\/span> 7<\/span>6<\/span>)<\/span>,<\/span><\/p>\n

do<\/span>n<\/span>t<\/span> il attribue<\/span> l<\/span>a<\/span> pat<\/span>ern<\/span>i<\/span>t\u00e9<\/span> \u00e0<\/span> I<\/span>s<\/span>o<\/span>c<\/span>r<\/span>at<\/span>e<\/span>. <\/span>T<\/span>ou<\/span>t<\/span>e<\/span>s<\/span> l<\/span>e<\/span>s<\/span> d<\/span>\u00e9<\/span>f<\/span>i<\/span>n<\/span>i<\/span>t<\/span>io<\/span>n<\/span>s qui<\/span> lient<\/span> la<\/span> rh\u00e9torique<\/span> \u00e0<\/span> la<\/span> persuasion<\/span> sont<\/span> rejet\u00e9es<\/span> :<\/span>
\u2014<\/span> Soit<\/span> comme<\/span> pouvoir<\/span> de<\/span> persuader<\/span> :<\/span><\/p>\n

M<\/span>a<\/span>i<\/span>s<\/span>,<\/span> a<\/span>u<\/span> v<\/span>r<\/span>a<\/span>i<\/span>,<\/span> l<\/span>a<\/span> p<\/span>e<\/span>rs<\/span>u<\/span>a<\/span>s<\/span>ion<\/span> n<\/span>\u2019<\/span>e<\/span>s<\/span>t<\/span>–<\/span>e<\/span>l<\/span>le<\/span> p<\/span>a<\/span>s<\/span> ap<\/span>p<\/span>o<\/span>r<\/span>t<\/span>\u00e9<\/span>e<\/span> a<\/span>u<\/span>s<\/span>s<\/span>i<\/span> p<\/span>a<\/span>r<\/span> l<\/span>\u2019<\/span>a<\/span>r<\/span>g<\/span>e<\/span>n<\/span>t<\/span>,<\/span> le <\/span><\/span>c<\/span>r<\/span>\u00e9<\/span>d<\/span>i<\/span>t<\/span>,<\/span> l<\/span>\u2019<\/span>a<\/span>uto<\/span>r<\/span>i<\/span>t<\/span>\u00e9<\/span> e<\/span>t<\/span> le<\/span> r<\/span>a<\/span>n<\/span>g<\/span> du<\/span> s<\/span>u<\/span>j<\/span>e<\/span>t<\/span> p<\/span>a<\/span>r<\/span>l<\/span>a<\/span>n<\/span>t<\/span>,<\/span> ou<\/span> m<\/span>\u00ea<\/span>m<\/span>e<\/span>,<\/span> en<\/span>f<\/span>i<\/span>n<\/span>,<\/span> s<\/span>a<\/span>n<\/span>s<\/span> l<\/span>\u2019<\/span>a<\/span>i<\/span>d<\/span>e<\/span> d<\/span>e <\/span><\/span>l<\/span>a<\/span> v<\/span>o<\/span>i<\/span>x,<\/span> p<\/span>a<\/span>r<\/span> le<\/span> se<\/span>u<\/span>l<\/span> a<\/span>s<\/span>p<\/span>e<\/span>c<\/span>t<\/span>,<\/span> l<\/span>o<\/span>rs<\/span>q<\/span>u<\/span>e,<\/span> p<\/span>a<\/span>r<\/span> e<\/span>x<\/span>e<\/span>m<\/span>pl<\/span>e<\/span>,<\/span> le<\/span> r<\/span>ap<\/span>p<\/span>e<\/span>l<\/span> d<\/span>e<\/span>s<\/span> m<\/span>\u00e9<\/span>r<\/span>i<\/span>t<\/span>e<\/span>s<\/span> d<\/span>e <\/span><\/span>q<\/span>u<\/span>e<\/span>lqu<\/span>\u2019<\/span>u<\/span>n,<\/span> ou<\/span> u<\/span>n<\/span> v<\/span>isa<\/span>ge qui<\/span> inspire<\/span> la<\/span> piti\u00e9,<\/span> ou<\/span> la<\/span> beaut\u00e9<\/span> physique,<\/span> dicte<\/span> le <\/span><\/span>verdict<\/span> ?<\/span> (<\/span>I<\/span><\/em>bid<\/em>.<\/span>,<\/span> 6<\/span> ;<\/span> p.<\/span> 76<\/span>–<\/span>77)<\/span><\/span><\/p>\n

\u2014<\/span> Soit<\/span> comme<\/span> ouvri\u00e8re<\/span> de<\/span> persuasion<\/span>,<\/span> y<\/span> compris<\/span> avec<\/span> la<\/span> restriction<\/span> \u00ab <\/span>pouvoir<\/span> de <\/span>p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>d<\/span>e<\/span>r<\/span> p<\/span>a<\/span>r<\/span> l<\/span>a<\/span> p<\/span>a<\/span>rol<\/span>e<\/span> \u00bb<\/span> :<\/span><\/p>\n

C<\/span>a<\/span>r<\/span> d<\/span>\u2019<\/span>au<\/span>t<\/span>r<\/span>e<\/span>s<\/span> que<\/span> l<\/span>e<\/span>s<\/span> o<\/span>r<\/span>at<\/span>e<\/span>u<\/span>r<\/span>s<\/span> p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>d<\/span>e<\/span>n<\/span>t<\/span> p<\/span>a<\/span>r<\/span> l<\/span>e<\/span>u<\/span>r<\/span> p<\/span>a<\/span>rol<\/span>e et<\/span> conduisent<\/span> o\u00f9 <\/span><\/span>ils<\/span> veulent,<\/span> les<\/span> filles<\/span> galantes,<\/span> les<\/span> adulateurs,<\/span> les<\/span> corrupteurs.<\/span> (<\/span>I<\/span>bid.<\/span>)<\/span><\/span><\/p>\n

Finalement,<\/span> Quintilien<\/span> reprend \u00e0 son compte la<\/span> d\u00e9finition<\/span> de<\/span> la<\/span> rh\u00e9torique <\/span>attribu\u00e9e<\/span> aux<\/span> Sto\u00efciens<\/span> et<\/span> \u00e0<\/span> Chrysippe<\/span> :<\/span><\/p>\n

La<\/span> d\u00e9finition<\/span> qui<\/span> conviendra <\/span>parfaitement \u00e0<\/span> l<\/span>a<\/span> sub<\/span>s<\/span>t<\/span>a<\/span>n<\/span>c<\/span>e<\/span> d<\/span>e<\/span> l<\/span>a<\/span> rh<\/span>\u00e9<\/span>to<\/span>r<\/span>i<\/span>q<\/span>u<\/span>e<\/span>,<\/span> c<\/span>\u2019<\/span>e<\/span>st<\/span> \u201c<\/span>l<\/span>a<\/span> s<\/span>c<\/span>i<\/span>e<\/span>n<\/span>c<\/span>e<\/span> d<\/span>e<\/span> bi<\/span>e<\/span>n<\/span> d<\/span>i<\/span>r<\/span>e<\/span>\u201d <\/span>[<\/span>r<\/span>het<\/span>o<\/span>r<\/span>i<\/span>c<\/span>e<\/span>n<\/span> e<\/span>s<\/span>se<\/span> b<\/span>e<\/span>n<\/span>e dicendi<\/span> scientiam<\/span><\/em>]. <\/span>\u00bb<\/span> (<\/span>Ibid<\/em>.<\/span>;<\/span> p.<\/span>84)<\/span>\u00a0<\/span><\/p>\n

Sa<\/span> finalit\u00e9<\/span> est<\/span> de<\/span> \u00ab<\/span>penser<\/span> et <\/span>de <\/span>parler<\/span> comme<\/span> il<\/span> se doit<\/span>.<\/span> \u00bb (<\/span>I<\/span><\/em>bid<\/em>.<\/span>)<\/span><\/p>\n

Cette<\/span> opposition<\/span> entre<\/span> rh\u00e9torique<\/span> de la communication et de<\/span> la<\/span> persuasion<\/span> et<\/span> rh\u00e9torique <\/span>introvertie<\/span> du<\/span> bien<\/span> dire<\/span><\/span> a<\/span> \u00e9t\u00e9<\/span> diversement<\/span> nomm\u00e9e<\/span> :<\/span><\/p>\n

primaire<\/span> \/<\/span> secondaire <\/span>[<\/span>primary<\/span> \/ secondary<\/span> rhetoric<\/span>],<\/span> Kennedy<\/span> 1999)<\/span>\u00a0<\/span>
\nextrins\u00e8que<\/span> \/<\/span> intrins\u00e8que <\/span>[<\/span>extrinsischen<\/span> \/ intrinsischen<\/span> rhetoric<\/span>],<\/span> Kienpointner<\/span> 2003).<\/span> <\/span><\/p>\n

On<\/span> pourrait <\/span>\u00e9galement<\/span> opposer une rh\u00e9torique de l’interaction \u00e0 une rh\u00e9torique de l’\u00e9nonciation. <\/span>La rh\u00e9torique de<\/span> l\u2019\u00e9nonciation<\/span><\/span>,<\/span> introvertie<\/span>,<\/span> centr\u00e9e<\/span> sur<\/span> le <\/span>locuteur<\/span> et<\/span> son<\/span> for<\/span> int\u00e9rieur,<\/span> est orient\u00e9e<\/span> vers<\/span> l<\/span>a<\/span> j<\/span>u<\/span>st<\/span>e<\/span>ss<\/span>e<\/span> d<\/span>e<\/span> l<\/span>a<\/span> p<\/span>en<\/span>s<\/span>\u00e9<\/span>e<\/span> et<\/span> de <\/span>l’expression<\/span>.<\/span> L<\/span>a<\/span> r<\/span>h\u00e9t<\/span>o<\/span>r<\/span>i<\/span>q<\/span>u<\/span>e<\/span> d<\/span>e<\/span> l<\/span>\u2019<\/span>i<\/span>n<\/span>t<\/span>e<\/span>r<\/span>ac<\/span>ti<\/span><\/span>on<\/span>,<\/span> e<\/span>xt<\/span>r<\/span>o<\/span>v<\/span>er<\/span>ti<\/span>e<\/span>,<\/span> e<\/span>st<\/span> fo<\/span>c<\/span>a<\/span>l<\/span>i<\/span>s<\/span>\u00e9<\/span>e<\/span> s<\/span>u<\/span>r <\/span>l<\/span>\u2019<\/span>i<\/span>n<\/span>t<\/span>e<\/span>rl<\/span>o<\/span>c<\/span>ut<\/span>e<\/span>u<\/span>r<\/span>,<\/span> e<\/span>l<\/span>l<\/span>e<\/span> e<\/span>st<\/span> co<\/span>m<\/span>m<\/span>un<\/span>i<\/span>c<\/span>a<\/span>t<\/span>io<\/span>n<\/span>n<\/span>e<\/span>l<\/span>l<\/span>e<\/span> e<\/span>t<\/span> p<\/span>a<\/span>r<\/span>f<\/span>o<\/span>i<\/span>s<\/span> \u00e9<\/span>l<\/span>o<\/span>q<\/span>u<\/span>e<\/span>n<\/span>t<\/span>e<\/span>.<\/span><\/p>\n

C<\/span>e<\/span>t<\/span>t<\/span>e<\/span> d<\/span>i<\/span>s<\/span>t<\/span>i<\/span>n<\/span>c<\/span>t<\/span>ion<\/span> n<\/span>e<\/span> c<\/span>o<\/span>r<\/span>r<\/span>e<\/span>s<\/span>p<\/span>o<\/span>n<\/span>d<\/span> p<\/span>a<\/span>s<\/span> \u00e0<\/span> c<\/span>e<\/span>l<\/span>le<\/span> qu<\/span>\u2019<\/span>on<\/span> p<\/span>r<\/span>a<\/span>t<\/span>iq<\/span>u<\/span>a<\/span>i<\/span>t<\/span>,<\/span> d<\/span>a<\/span>n<\/span>s<\/span> l<\/span>e<\/span>s <\/span>a<\/span>n<\/span>n<\/span>\u00e9<\/span>e<\/span>s<\/span> 1<\/span>9<\/span>6<\/span>0<\/span>,<\/span> e<\/span>n<\/span>t<\/span>r<\/span>e<\/span> u<\/span>n<\/span>e<\/span> r<\/span>h\u00e9to<\/span>r<\/span>i<\/span>q<\/span>u<\/span>e<\/span> r<\/span>e<\/span>s<\/span>t<\/span>r<\/span>e<\/span>in<\/span>t<\/span>e<\/span> o<\/span>p<\/span>pos<\/span>\u00e9<\/span>e<\/span> \u00e0<\/span> u<\/span>n<\/span>e<\/span> r<\/span>h\u00e9to<\/span>r<\/span>i<\/span>q<\/span>u<\/span>e<\/span> g<\/span>\u00e9<\/span>n<\/span>\u00e9<\/span>r<\/span>a<\/span>l<\/span>e<\/span>,<\/span> e<\/span>t <\/span>e<\/span>l<\/span>l<\/span>e<\/span> n<\/span>\u2019<\/span>a rien<\/span> \u00e0<\/span> voir<\/span> avec<\/span> celle<\/span> qui<\/span> opposerait<\/span> une<\/span> rh\u00e9torique<\/span> des<\/span> arguments<\/span> et <\/span>une<\/span> rh\u00e9torique<\/span> d<\/span>e<\/span>s<\/span> ornements<\/span><\/a>,<\/span> V<\/span>.<\/span> F<\/span>i<\/span>g<\/span>u<\/span>r<\/span>e<\/span><\/a>.<\/span>
L<\/span>a<\/span> rh<\/span>\u00e9<\/span>to<\/span>r<\/span>i<\/span>que<\/span> \u00e9<\/span>n<\/span>on<\/span>c<\/span>i<\/span>a<\/span>t<\/span>i<\/span>v<\/span>e<\/span> e<\/span>st<\/span> u<\/span>n<\/span>e<\/span> rh<\/span>\u00e9<\/span>to<\/span>r<\/span>i<\/span>que<\/span> d<\/span>on<\/span>t<\/span> l<\/span>e<\/span>s<\/span> d<\/span>i<\/span>m<\/span>e<\/span>n<\/span>s<\/span>io<\/span>n<\/span>s <\/span>c<\/span>o<\/span>m<\/span>m<\/span>un<\/span>i<\/span>c<\/span>a<\/span>t<\/span>io<\/span>n<\/span>n<\/span>e<\/span>l<\/span>l<\/span>e<\/span> e<\/span>t<\/span> i<\/span>n<\/span>t<\/span>e<\/span>ra<\/span>c<\/span>t<\/span>io<\/span>n<\/span>n<\/span>e<\/span>l<\/span>l<\/span>e<\/span>,<\/span> do<\/span>n<\/span>c<\/span> p<\/span>e<\/span>rs<\/span>ua<\/span>s<\/span>i<\/span>v<\/span>e<\/span>s<\/span>,<\/span> s<\/span>o<\/span>n<\/span>t<\/span> a<\/span>f<\/span>f<\/span>a<\/span>ib<\/span>l<\/span>i<\/span>e<\/span>s<\/span>, <\/span>m<\/span>a<\/span>i<\/span>s<\/span> q<\/span>u<\/span>i<\/span> n<\/span>\u2019<\/span>e<\/span>n<\/span> r<\/span>e<\/span>ste<\/span> p<\/span>a<\/span>s<\/span> mo<\/span>in<\/span>s<\/span> u<\/span>n<\/span>e<\/span> rh<\/span>\u00e9<\/span>to<\/span>r<\/span>i<\/span>que<\/span> a<\/span>r<\/span>g<\/span>u<\/span>m<\/span>e<\/span>n<\/span>t<\/span>a<\/span>t<\/span>i<\/span>v<\/span>e<\/span>.<\/span> L<\/span>a<\/span> B<\/span>r<\/span>u<\/span>y<\/span>\u00e8<\/span>r<\/span>e<\/span> a <\/span>e<\/span>x<\/span>p<\/span>r<\/span>i<\/span>m<\/span>\u00e9<\/span> l<\/span>e<\/span> s<\/span>e<\/span>n<\/span>t<\/span>i<\/span>m<\/span>e<\/span>n<\/span>t<\/span> pro<\/span>f<\/span>o<\/span>n<\/span>d<\/span> de<\/span> c<\/span>e<\/span>t<\/span>te<\/span> rh<\/span>\u00e9<\/span>to<\/span>r<\/span>i<\/span>que<\/span> q<\/span>u<\/span>i<\/span> a<\/span> r<\/span>e<\/span>n<\/span>on<\/span>c<\/span>\u00e9<\/span> \u00e0 <\/span>l<\/span>\u2019<\/span>\u00e9<\/span>l<\/span>o<\/span>qu<\/span>e<\/span>n<\/span>c<\/span>e<\/span> e<\/span>t<\/span> \u00e0<\/span> l<\/span>a<\/span> p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>s<\/span>io<\/span>n<\/span> :<\/span><\/p>\n

Il<\/span> faut<\/span> chercher<\/span> seulement<\/span> \u00e0<\/span> penser<\/span> et<\/span> \u00e0<\/span> parler<\/span> juste,<\/span> sans<\/span> vouloir<\/span> amen<\/span>e<\/span>r<\/span> l<\/span>e<\/span>s <\/span>au<\/span>t<\/span>r<\/span>e<\/span>s<\/span> \u00e0<\/span> n<\/span>o<\/span>t<\/span>re<\/span> go\u00fb<\/span>t<\/span> e<\/span>t<\/span> \u00e0<\/span> n<\/span>o<\/span>s<\/span> s<\/span>e<\/span>n<\/span>t<\/span>i<\/span>m<\/span>e<\/span>n<\/span>t<\/span>s<\/span> ;<\/span> c<\/span>\u2019<\/span>e<\/span>s<\/span>t<\/span> u<\/span>ne<\/span> t<\/span>rop<\/span> g<\/span>r<\/span>a<\/span>n<\/span>d<\/span><\/span>e entreprise.<\/span>
\n<\/span>J<\/span>e<\/span>a<\/span>n<\/span> d<\/span>e<\/span> L<\/span>a<\/span> B<\/span>r<\/span>u<\/span>y<\/span>\u00e8<\/span>r<\/span>e<\/span>,<\/span> D<\/span>e<\/span>s<\/span> o<\/span>u<\/span>v<\/span>r<\/span>a<\/span>g<\/span>e<\/span>s<\/span> d<\/span>e<\/span> l<\/span>\u2019<\/span>e<\/span>sp<\/span>r<\/span>it<\/span><\/em> [<\/span>1688].<\/span> [1]<\/span><\/span><\/p>\n

3. De la persuasion \u00e0 l\u2019action<\/span><\/h1>\n

D<\/span>a<\/span>n<\/span>s<\/span> u<\/span>n<\/span> c<\/span>ompl<\/span>\u00e9<\/span>m<\/span>e<\/span>n<\/span>t<\/span> i<\/span>n<\/span>d<\/span>i<\/span>s<\/span>p<\/span>en<\/span>sa<\/span>bl<\/span>e<\/span> \u00e0<\/span> l<\/span>a<\/span> d<\/span>\u00e9<\/span>f<\/span>i<\/span>n<\/span>i<\/span>t<\/span>io<\/span>n<\/span> de<\/span> b<\/span>a<\/span>s<\/span>e<\/span> de <\/span>l<\/span>\u2019<\/span>a<\/span>r<\/span>g<\/span>u<\/span>m<\/span>e<\/span>n<\/span>t<\/span>a<\/span>t<\/span>io<\/span>n,<\/span> m<\/span>a<\/span>i<\/span>s<\/span> s<\/span>o<\/span>u<\/span>v<\/span>e<\/span>n<\/span>t<\/span> n<\/span>\u00e9g<\/span>l<\/span>i<\/span>g<\/span>\u00e9<\/span>,<\/span> c<\/span>a<\/span>r<\/span> i<\/span>l<\/span> n<\/span>\u2019<\/span>e<\/span>st<\/span> s<\/span>a<\/span>n<\/span>s<\/span> d<\/span>o<\/span>ute<\/span> p<\/span>a<\/span>s <\/span>f<\/span>a<\/span>c<\/span>i<\/span>l<\/span>e<\/span>m<\/span>e<\/span>n<\/span>t<\/span> a<\/span>rt<\/span>i<\/span>cu<\/span>l<\/span>a<\/span>bl<\/span>e<\/span> \u00e0<\/span> l<\/span>a<\/span> n<\/span>o<\/span>t<\/span>io<\/span>n<\/span> d<\/span>\u2019<\/span>au<\/span>d<\/span>i<\/span>toire<\/span> universel,<\/span> le<\/span> Trait\u00e9<\/span> de <\/span>l\u2019argumentation<\/span><\/em> prolonge<\/span> j<\/span>u<\/span>s<\/span>q<\/span>u<\/span>\u2019<\/span>\u00e0<\/span> l<\/span>\u2019<\/span>a<\/span>ct<\/span>io<\/span>n<\/span> la<\/span> r\u00e9flexion<\/span> sur<\/span> la<\/span> persuasion<\/span> ; <\/span>l<\/span>\u2019<\/span>a<\/span>r<\/span>g<\/span>u<\/span>m<\/span>e<\/span>n<\/span>t<\/span>a<\/span>t<\/span>io<\/span>n<\/span> pr<\/span>o<\/span>d<\/span>u<\/span>i<\/span>r<\/span>a<\/span>i<\/span>t<\/span> une<\/span> \u00ab<\/span> d<\/span>i<\/span>s<\/span>po<\/span>s<\/span>i<\/span>t<\/span>io<\/span>n<\/span> \u00e0<\/span> l<\/span>\u2019<\/span>a<\/span>ct<\/span>io<\/span>n<\/span> \u00bb<\/span> :<\/span><\/p>\n

L<\/span>e<\/span> b<\/span>ut<\/span> d<\/span>e<\/span> tou<\/span>t<\/span>e<\/span> a<\/span>r<\/span>g<\/span>u<\/span>m<\/span>e<\/span>n<\/span>t<\/span>a<\/span>t<\/span>ion,<\/span> av<\/span>o<\/span>n<\/span>s<\/span>–<\/span>n<\/span>o<\/span>u<\/span>s<\/span> d<\/span>i<\/span>t<\/span>,<\/span> e<\/span>st<\/span> d<\/span>e<\/span> pr<\/span>o<\/span>v<\/span>o<\/span>q<\/span>u<\/span>e<\/span>r<\/span> ou <\/span><\/span>d<\/span>\u2019<\/span>ac<\/span>c<\/span>ro<\/span>\u00ee<\/span>t<\/span>r<\/span>e<\/span> l<\/span>\u2019<\/span>a<\/span>d<\/span>h<\/span>\u00e9<\/span>s<\/span>io<\/span>n<\/span> d<\/span>e<\/span>s<\/span> e<\/span>s<\/span>p<\/span>r<\/span>i<\/span>t<\/span>s<\/span> a<\/span>u<\/span>x<\/span> t<\/span>h<\/span>\u00e8<\/span>s<\/span>e<\/span>s<\/span> q<\/span>u<\/span>\u2019<\/span>o<\/span>n<\/span> p<\/span>r<\/span>\u00e9<\/span>s<\/span>e<\/span>n<\/span>te<\/span> \u00e0<\/span> l<\/span>e<\/span>u<\/span>r <\/span><\/span>a<\/span>ss<\/span>e<\/span>n<\/span>t<\/span>i<\/span>m<\/span>e<\/span>n<\/span>t<\/span> :<\/span> u<\/span>n<\/span>e<\/span> a<\/span>r<\/span>g<\/span>u<\/span>m<\/span>e<\/span>n<\/span>t<\/span>a<\/span>t<\/span>ion<\/span> e<\/span>f<\/span>f<\/span>i<\/span>c<\/span>a<\/span>c<\/span>e<\/span> e<\/span>s<\/span>t<\/span> c<\/span>e<\/span>l<\/span>le<\/span> q<\/span>u<\/span>i<\/span> r<\/span>\u00e9<\/span>u<\/span>s<\/span>s<\/span>it<\/span> \u00e0<\/span> ac<\/span>c<\/span>ro\u00ee<\/span>t<\/span>r<\/span>e <\/span><\/span>c<\/span>e<\/span>t<\/span>t<\/span>e<\/span> i<\/span>n<\/span>t<\/span>en<\/span>s<\/span>i<\/span>t<\/span>\u00e9<\/span> d<\/span>\u2019<\/span>a<\/span>d<\/span>h<\/span>\u00e9<\/span>s<\/span>ion<\/span> d<\/span>e<\/span> f<\/span>a<\/span>\u00e7on \u00e0<\/span> d<\/span>\u00e9c<\/span>l<\/span>e<\/span>n<\/span>c<\/span>h<\/span>e<\/span>r<\/span> c<\/span>h<\/span>e<\/span>z<\/span> l<\/span>e<\/span>s<\/span> a<\/span>u<\/span>d<\/span>i<\/span>te<\/span>u<\/span>r<\/span>s <\/span><\/span>l<\/span>\u2019<\/span>a<\/span>ct<\/span>i<\/span>on<\/span> e<\/span>n<\/span>v<\/span>isa<\/span>g<\/span>\u00e9<\/span>e<\/span> (<\/span>a<\/span>ct<\/span>i<\/span>on<\/span> po<\/span>s<\/span>i<\/span>t<\/span>i<\/span>v<\/span>e<\/span> ou<\/span> ab<\/span>s<\/span>t<\/span>e<\/span>n<\/span>t<\/span>i<\/span>o<\/span>n<\/span>)<\/span>, ou<\/span> d<\/span>u mo<\/span>in<\/span>s \u00e0<\/span> c<\/span>r<\/span>\u00e9<\/span>e<\/span>r<\/span>, <\/span><\/span>c<\/span>h<\/span>e<\/span>z<\/span> e<\/span>u<\/span>x<\/span>,<\/span> u<\/span>ne<\/span> d<\/span>i<\/span>s<\/span>po<\/span>s<\/span>i<\/span>t<\/span>ion \u00e0<\/span> l<\/span>\u2019<\/span>a<\/span>c<\/span>t<\/span>io<\/span>n<\/span>,<\/span> q<\/span>u<\/span>i<\/span> s<\/span>e<\/span> m<\/span>a<\/span>ni<\/span>f<\/span>e<\/span>st<\/span>e<\/span> a<\/span>u mom<\/span>e<\/span>nt <\/span><\/span>op<\/span>p<\/span>o<\/span>r<\/span>t<\/span>u<\/span>n<\/span>.<\/span> (<\/span>P<\/span>e<\/span>r<\/span>e<\/span>lm<\/span>a<\/span>n<\/span> &<\/span> O<\/span>l<\/span>b<\/span>r<\/span>e<\/span>c<\/span>h<\/span>t<\/span>s<\/span>–<\/span>T<\/span>y<\/span>t<\/span>ec<\/span>a<\/span> [<\/span>1<\/span>9<\/span>5<\/span>8<\/span>]<\/span>,<\/span> p<\/span>.<\/span> 5<\/span>9<\/span>)<\/span><\/span><\/p>\n

Cette po<\/span>s<\/span>i<\/span>t<\/span>io<\/span>n<\/span> r<\/span>\u00e9<\/span>a<\/span>f<\/span>f<\/span>i<\/span>r<\/span>m<\/span>\u00e9<\/span>e<\/span> u<\/span>n<\/span> pe<\/span>u<\/span> pl<\/span>u<\/span>s<\/span> lo<\/span>i<\/span>n<\/span> :<\/span><\/p>\n

S<\/span>e<\/span>u<\/span>l<\/span>e<\/span> l<\/span>\u2019<\/span>a<\/span>r<\/span>g<\/span>u<\/span>m<\/span>e<\/span>n<\/span>t<\/span>a<\/span>t<\/span>io<\/span>n,<\/span> [<\/span>\u2026<\/span>] <\/span>p<\/span>er<\/span>m<\/span>e<\/span>t<\/span> de<\/span> co<\/span>m<\/span>prendre<\/span> nos<\/span> d\u00e9cisions.<\/span> [\u2026] <\/span>Elle<\/span> se<\/span> propose<\/span> de<\/span> provoquer<\/span> une <\/span>action<\/span> \u00bb<\/span> (<\/span>ibid<\/em>.,<\/span> p.<\/span>62).<\/span><\/span><\/p>\n

L<\/span>e<\/span> p<\/span>o<\/span>i<\/span>n<\/span>t<\/span> f<\/span>in<\/span>a<\/span>l<\/span> d<\/span>u<\/span> pr<\/span>o<\/span>c<\/span>e<\/span>s<\/span>s<\/span>u<\/span>s<\/span> a<\/span>r<\/span>g<\/span>u<\/span>m<\/span>e<\/span>n<\/span>t<\/span>a<\/span>ti<\/span>f<\/span> n<\/span>\u2019<\/span>e<\/span>st<\/span> do<\/span>n<\/span>c<\/span> p<\/span>a<\/span>s<\/span> l<\/span>a<\/span> p<\/span>e<\/span>rs<\/span>ua<\/span>s<\/span>i<\/span>o<\/span>n<\/span> v<\/span>ue <\/span>c<\/span>o<\/span>m<\/span>m<\/span>e<\/span> u<\/span>n<\/span> s<\/span>i<\/span>mpl<\/span>e<\/span> \u00e9<\/span>t<\/span>at<\/span> m<\/span>e<\/span>n<\/span>t<\/span>a<\/span>l,<\/span> u<\/span>n<\/span>e<\/span> \u201c<\/span>a<\/span>d<\/span>h<\/span>\u00e9<\/span>s<\/span>io<\/span>n<\/span> de<\/span> l<\/span>\u2019<\/span>e<\/span>s<\/span>p<\/span>r<\/span>i<\/span>t<\/span>\u201d<\/span> ;<\/span> l<\/span>\u2019<\/span>u<\/span>l<\/span>t<\/span>i<\/span>m<\/span>e<\/span> c<\/span>r<\/span>i<\/span>t<\/span>\u00e8<\/span>r<\/span>e <\/span>de<\/span> l<\/span>a<\/span> p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>s<\/span>io<\/span>n<\/span> c<\/span>ompl<\/span>\u00e8<\/span>t<\/span>e<\/span> e<\/span>st<\/span> l<\/span>\u2019<\/span>ac<\/span>ti<\/span>o<\/span>n<\/span> ac<\/span>c<\/span>o<\/span>m<\/span>p<\/span>l<\/span>i<\/span>e<\/span> d<\/span>a<\/span>n<\/span>s<\/span> le<\/span> s<\/span>en<\/span>s<\/span> su<\/span>g<\/span>g<\/span>\u00e9<\/span>r<\/span>\u00e9<\/span> p<\/span>a<\/span>r le<\/span> d<\/span>i<\/span>s<\/span>c<\/span>o<\/span>u<\/span>r<\/span>s<\/span><\/span>,<\/span> au terme d’<\/span>un processus o\u00f9 les<\/span> valeurs<\/span><\/a> ont pris le relai de <\/span>l<\/span>\u2019<\/span>\u00e9<\/span>m<\/span>o<\/span>t<\/span>i<\/span>on<\/span><\/a>.<\/span> O<\/span>n<\/span> esp\u00e8re trouver<\/span> dans cette combinaison<\/span> une<\/span> r\u00e9ponse au <\/span>pr<\/span>o<\/span>bl<\/span>\u00e8<\/span>m<\/span>e<\/span> p<\/span>h<\/span>i<\/span>l<\/span>o<\/span>s<\/span>op<\/span>h<\/span>i<\/span>que<\/span> de<\/span> l<\/span>\u2019<\/span>a<\/span>ct<\/span>io<\/span>n<\/span>.<\/span><\/p>\n

4.<\/span> Persuasion, identification, auto<\/span>–<\/span>persuasion<\/span> ?<\/span><\/span><\/h1>\n

4.1 Identification en rh\u00e9torique<\/span><\/h2>\n

Burke a soulign\u00e9 que la persuasion<\/span> rh\u00e9torique<\/span> suppose une identification<\/span> :<\/span><\/p>\n

Quand<\/span> vous <\/span>\u00eates <\/span>avec<\/span> les<\/span> A<\/span>th\u00e9niens,<\/span> il<\/span> est<\/span> facile<\/span> de<\/span> louer<\/span> les<\/span> Ath\u00e9niens,<\/span> mais <\/span><\/span>pas q<\/span>u<\/span>a<\/span>n<\/span>d<\/span> v<\/span>o<\/span>u<\/span>s<\/span> \u00ea<\/span>t<\/span>e<\/span>s<\/span> a<\/span>v<\/span>e<\/span>c<\/span> l<\/span>e<\/span>s<\/span> L<\/span>a<\/span>c<\/span>\u00e9<\/span>d<\/span>\u00e9<\/span>mo<\/span>n<\/span>i<\/span>en<\/span>s<\/span> :<\/span> t<\/span>e<\/span>l<\/span> e<\/span>s<\/span>t<\/span> p<\/span>e<\/span>u<\/span>t<\/span>–<\/span>\u00ea<\/span>t<\/span>r<\/span>e<\/span> le<\/span> c<\/span>a<\/span>s<\/span> d<\/span>e <\/span><\/span>p<\/span>e<\/span>rs<\/span>u<\/span>a<\/span>s<\/span>ion<\/span> le p<\/span>l<\/span>u<\/span>s<\/span> s<\/span>i<\/span>m<\/span>pl<\/span>e<\/span>.<\/span> V<\/span>o<\/span>u<\/span>s<\/span> p<\/span>e<\/span>rs<\/span>u<\/span>ad<\/span>e<\/span>z<\/span> q<\/span>u<\/span>e<\/span>lqu<\/span>\u2019<\/span>u<\/span>n<\/span> se<\/span>u<\/span>l<\/span>e<\/span>m<\/span>e<\/span>n<\/span>t<\/span> da<\/span>n<\/span>s<\/span> l<\/span>a <\/span><\/span>m<\/span>e<\/span>s<\/span>u<\/span>r<\/span>e<\/span> o\u00f9<\/span> v<\/span>o<\/span>u<\/span>s<\/span> p<\/span>a<\/span>r<\/span>l<\/span>e<\/span>z<\/span> s<\/span>on<\/span> l<\/span>a<\/span>n<\/span>g<\/span>a<\/span>g<\/span>e<\/span>,<\/span> p<\/span>a<\/span>r<\/span> l<\/span>a<\/span> p<\/span>a<\/span>rol<\/span>e<\/span>,<\/span> le<\/span> g<\/span>e<\/span>st<\/span>e<\/span>,<\/span> l<\/span>a<\/span> to<\/span>n<\/span>a<\/span>l<\/span>i<\/span>t<\/span>\u00e9<\/span>,<\/span> l<\/span>a <\/span><\/span>d<\/span>i<\/span>s<\/span>p<\/span>os<\/span>i<\/span>t<\/span>io<\/span>n<\/span>,<\/span> l<\/span>\u2019<\/span>i<\/span>m<\/span>a<\/span>g<\/span>e<\/span>,<\/span> l<\/span>\u2019<\/span>a<\/span>t<\/span>t<\/span>i<\/span>t<\/span>ud<\/span>e<\/span>,<\/span> l<\/span>\u2019<\/span>i<\/span>d<\/span>\u00e9e<\/span>,<\/span> e<\/span>n i<\/span>d<\/span>e<\/span>n<\/span>ti<\/span>f<\/span>i<\/span>a<\/span>nt<\/span> v<\/span>o<\/span>s<\/span> f<\/span>a<\/span>\u00e7o<\/span>n<\/span>s<\/span> d<\/span>e<\/span> f<\/span>a<\/span>i<\/span>r<\/span>e <\/span><\/span>a<\/span>v<\/span>e<\/span>c l<\/span>e<\/span>s<\/span> s<\/span>i<\/span>en<\/span>n<\/span>e<\/span>s<\/span> [<\/span>i<\/span>de<\/span>n<\/span>t<\/span>i<\/span>f<\/span>y<\/span>in<\/span>g<\/span> y<\/span>o<\/span>u<\/span>r<\/span> ways<\/span> with<\/span> his<\/span><\/em>]<\/span>.<\/span> (1950,<\/span> p.<\/span> 55)<\/span><\/span><\/p>\n

S<\/span>e<\/span>lo<\/span>n<\/span> l<\/span>a<\/span> d<\/span>o<\/span>x<\/span>a<\/span> rh<\/span>\u00e9<\/span>to<\/span>r<\/span>i<\/span>qu<\/span>e<\/span>,<\/span> l<\/span>\u2019<\/span>o<\/span>r<\/span>at<\/span>e<\/span>u<\/span>r<\/span> q<\/span>u<\/span>i<\/span> v<\/span>e<\/span>ut<\/span> p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>d<\/span>e<\/span>r<\/span> u<\/span>n<\/span> au<\/span>d<\/span>ito<\/span>i<\/span>r<\/span>e<\/span> d<\/span>oi<\/span>t <\/span>fonder son discours sur<\/span> d<\/span>e<\/span>s<\/span> a<\/span>c<\/span>c<\/span>o<\/span>r<\/span>d<\/span>s<\/span> pr<\/span>\u00e9<\/span>a<\/span>l<\/span>a<\/span>bl<\/span>e<\/span>s<\/span> a<\/span>v<\/span>e<\/span>c<\/span> l<\/span>u<\/span>i,<\/span> V<\/span>.<\/span> C<\/span>o<\/span>n<\/span>d<\/span>it<\/span>io<\/span>n<\/span>s<\/span> d<\/span>e<\/span> d<\/span>i<\/span>sc<\/span>u<\/span>s<\/span>s<\/span>ion<\/span><\/a>.<\/span> Mais ces accords doivent rester implicites, toute n<\/span>\u00e9<\/span>go<\/span>c<\/span>i<\/span>a<\/span>t<\/span>i<\/span>on<\/span> d<\/span>e<\/span>s accords<\/span> ne<\/span> pouvant<\/span> se<\/span> faire<\/span> que<\/span> par<\/span> un<\/span> dialogue<\/span> argumentatif <\/span>pr\u00e9alable<\/span> au<\/span> dialogue<\/span> argumentatif<\/span> pri<\/span>ncipal<\/span>,<\/span> ce<\/span> qui<\/span> engage<\/span> dans<\/span> un <\/span>paradoxe<\/span> :<\/span> pour<\/span> parvenir \u00e0<\/span> u<\/span>n<\/span> a<\/span>c<\/span>c<\/span>o<\/span>r<\/span>d<\/span>,<\/span> i<\/span>l<\/span> f<\/span>au<\/span>t<\/span> d<\/span>\u00e9<\/span>j\u00e0<\/span> \u00ea<\/span>t<\/span>r<\/span>e<\/span> d<\/span>\u2019<\/span>a<\/span>c<\/span>c<\/span>o<\/span>r<\/span>d<\/span>. <\/span>S<\/span>o<\/span>u<\/span>s<\/span> p<\/span>e<\/span>i<\/span>n<\/span>e <\/span>de<\/span> r<\/span>\u00e9<\/span>g<\/span>r<\/span>e<\/span>s<\/span>s<\/span>i<\/span>o<\/span>n<\/span> \u00e0<\/span> l<\/span>\u2019<\/span>in<\/span>f<\/span>in<\/span>i<\/span>,<\/span> l<\/span>\u2019<\/span>o<\/span>rat<\/span>eu<\/span>r<\/span> do<\/span>i<\/span>t se<\/span> r\u00e9soudre<\/span> non<\/span> pas<\/span> \u00e0<\/span> se<\/span> mettre<\/span> d\u2019accor<\/span>d <\/span>avec<\/span><\/em>,<\/span> mais<\/span> \u00e0<\/span> s\u2019accorder<\/span> \u00e0<\/span> son<\/span> <\/em>auditoire<\/em>.<\/span> Pour<\/span> ce<\/span>l<\/span>a,<\/span> i<\/span>l<\/span> s<\/span>\u2019<\/span>i<\/span>n<\/span>f<\/span>o<\/span>r<\/span>m<\/span>e<\/span> s<\/span>u<\/span>r<\/span> c<\/span>e<\/span>t<\/span> au<\/span>d<\/span>ito<\/span>i<\/span>r<\/span>e <\/span>d<\/span>on<\/span>t<\/span> i<\/span>l<\/span> s<\/span>e<\/span> f<\/span>a<\/span>i<\/span>t<\/span> u<\/span>n<\/span>e<\/span> i<\/span>m<\/span>a<\/span>g<\/span>e<\/span> ;<\/span> c<\/span>\u2019<\/span>e<\/span>st<\/span> bi<\/span>e<\/span>n<\/span> c<\/span>e<\/span> que<\/span> p<\/span>r<\/span>\u00e9<\/span>v<\/span>oi<\/span>t<\/span> l<\/span>a<\/span> t<\/span>h<\/span>\u00e9<\/span>o<\/span>r<\/span>i<\/span>e<\/span> d<\/span>e<\/span>s<\/span> \u00e9t<\/span>h\u00e8<\/span><\/a> d<\/span>e<\/span>s <\/span>au<\/span>d<\/span>i<\/span>t<\/span>o<\/span>i<\/span>r<\/span>e<\/span>s<\/span>.<\/span>
\nL<\/span>e<\/span> d<\/span>i<\/span>s<\/span>c<\/span>o<\/span>u<\/span>r<\/span>s<\/span> d<\/span>e<\/span> l<\/span>\u2019<\/span>o<\/span>r<\/span>at<\/span>e<\/span>u<\/span>r<\/span> r<\/span>\u00e9<\/span>f<\/span>ra<\/span>c<\/span>te<\/span> c<\/span>e<\/span> t<\/span>r<\/span>a<\/span>v<\/span>a<\/span>i<\/span>l<\/span> s<\/span>u<\/span>r <\/span>l<\/span>\u2019<\/span>a<\/span>u<\/span>d<\/span>i<\/span>t<\/span>o<\/span>i<\/span>r<\/span>e<\/span> p<\/span>a<\/span>r<\/span> t<\/span>ro<\/span>i<\/span>s<\/span> m<\/span>oy<\/span>e<\/span>n<\/span>s appel\u00e9s \u201cpreuves\u201d<\/span>,<\/span> c<\/span>ha<\/span>c<\/span>u<\/span>n<\/span> d<\/span>\u2019<\/span>e<\/span>u<\/span>x<\/span> \u00e9t<\/span>a<\/span>n<\/span>t<\/span> c<\/span>a<\/span>l<\/span>cu<\/span>l<\/span>\u00e9<\/span> e<\/span>n<\/span> f<\/span>on<\/span>ct<\/span>io<\/span>n<\/span> d<\/span>e <\/span>l<\/span>\u2019<\/span>au<\/span>d<\/span>ito<\/span>i<\/span>r<\/span>e<\/span> e<\/span>t<\/span> c<\/span>o<\/span>r<\/span>r<\/span>e<\/span>s<\/span>p<\/span>o<\/span>n<\/span>da<\/span>n<\/span>t<\/span> \u00e0<\/span> u<\/span>n<\/span>e<\/span> f<\/span>o<\/span>r<\/span>m<\/span>e<\/span> d<\/span>\u2019<\/span>ac<\/span>c<\/span>o<\/span>r<\/span>d<\/span> i<\/span>mp<\/span>l<\/span>i<\/span>c<\/span>i<\/span>te<\/span> o<\/span>u<\/span> e<\/span>x<\/span>p<\/span>l<\/span>i<\/span>c<\/span>i<\/span>t<\/span>e<\/span>, <\/span>p<\/span>a<\/span>s<\/span>s<\/span>\u00e9<\/span> a<\/span>v<\/span>e<\/span>c<\/span> l<\/span>u<\/span>i<\/span>, V. Logos \u2013 \u00c9thos \u2013 Pathos<\/a>.<\/span> D<\/span>\u2019<\/span>u<\/span>n<\/span>e<\/span> p<\/span>a<\/span>r<\/span>t<\/span>,<\/span> p<\/span>a<\/span>r<\/span> d<\/span>e<\/span>s<\/span> p<\/span>r<\/span>e<\/span>u<\/span>v<\/span>e<\/span>s<\/span> \u00e9th<\/span>ot<\/span>i<\/span>q<\/span>u<\/span>e<\/span>s<\/span><\/span>,<\/span> i<\/span>l<\/span> se<\/span> p<\/span>r<\/span>\u00e9<\/span>s<\/span>e<\/span>n<\/span>te<\/span> et<\/span> se <\/span>c<\/span>o<\/span>n<\/span>s<\/span>tru<\/span>i<\/span>t<\/span> d<\/span>i<\/span>s<\/span>c<\/span>u<\/span>rs<\/span>i<\/span>v<\/span>e<\/span>m<\/span>e<\/span>n<\/span>t en<\/span> fonction<\/span> de<\/span> son<\/span> auditoire<\/span> ;<\/span> ensuite,<\/span> par<\/span> des <\/span>preuves<\/span> logiques<\/span>,<\/span> il<\/span> choisit<\/span> et<\/span> sch\u00e9ma<\/span>t<\/span>i<\/span>s<\/span>e<\/span> s<\/span>e<\/span>s<\/span> o<\/span>b<\/span>j<\/span>e<\/span>t<\/span>s<\/span> e<\/span>t<\/span> s<\/span>e<\/span>s<\/span> j<\/span>u<\/span>g<\/span>e<\/span>m<\/span>e<\/span>n<\/span>t<\/span>s<\/span> e<\/span>n <\/span>f<\/span>on<\/span>ct<\/span>io<\/span>n<\/span> d<\/span>e<\/span>,<\/span> o<\/span>u<\/span> p<\/span>ar<\/span>m<\/span>i<\/span> ce<\/span>u<\/span>x<\/span> q<\/span>u<\/span>e<\/span> l<\/span>\u2019<\/span>au<\/span>d<\/span>i<\/span>t<\/span>o<\/span>i<\/span>r<\/span>e<\/span> pe<\/span>ut admettre<\/span> (il<\/span> argumente <\/span>ex<\/span><\/a> datis<\/a>) <\/span>; <\/span>enfin,<\/span> par<\/span> des<\/span> preuves<\/span> path\u00e9miques<\/span><\/span>,<\/span> il<\/span> se<\/span> met en<\/span> empathie <\/span>avec<\/span> son<\/span> auditoire.
\n<\/span>E<\/span>n<\/span> c<\/span>o<\/span>n<\/span>s<\/span>\u00e9<\/span>qu<\/span>e<\/span>n<\/span>c<\/span>e<\/span>,<\/span> p<\/span>o<\/span>u<\/span>r<\/span> o<\/span>b<\/span>t<\/span>en<\/span>i<\/span>r<\/span> l<\/span>\u2019<\/span>i<\/span>d<\/span>e<\/span>n<\/span>t<\/span>i<\/span>f<\/span>i<\/span>c<\/span>a<\/span>t<\/span>io<\/span>n<\/span> de<\/span> s<\/span>o<\/span>n<\/span> au<\/span>d<\/span>ito<\/span>i<\/span>r<\/span>e<\/span> \u00e0<\/span> s<\/span>a<\/span> prop<\/span>r<\/span>e <\/span>p<\/span>e<\/span>r<\/span>s<\/span>o<\/span>n<\/span>n<\/span>e<\/span>,<\/span> l<\/span>\u2019<\/span>o<\/span>rat<\/span>eu<\/span>r do<\/span>i<\/span>t<\/span> d<\/span>\u2019<\/span>ab<\/span>o<\/span>r<\/span>d<\/span> s<\/span>\u2019<\/span>i<\/span>de<\/span>n<\/span>t<\/span>i<\/span>f<\/span>i<\/span>e<\/span>r<\/span> \u00e0<\/span> c<\/span>e<\/span>t a<\/span>u<\/span>d<\/span>i<\/span>to<\/span>i<\/span>r<\/span>e<\/span>.<\/span> <\/span>A<\/span>u<\/span> t<\/span>e<\/span>r<\/span>m<\/span>e<\/span> d<\/span>e<\/span> c<\/span>e <\/span>pr<\/span>oc<\/span>e<\/span>s<\/span>s<\/span>u<\/span>s<\/span> d<\/span>\u2019<\/span>a<\/span>d<\/span>a<\/span>p<\/span>t<\/span>a<\/span>t<\/span>io<\/span>n,<\/span> o<\/span>n<\/span> pe<\/span>ut<\/span> s<\/span>e<\/span> d<\/span>em<\/span>a<\/span>n<\/span>d<\/span>e<\/span>r<\/span>,<\/span> e<\/span>n<\/span> f<\/span>i<\/span>n<\/span> de<\/span> co<\/span>mp<\/span>t<\/span>e<\/span>,<\/span> q<\/span>u<\/span>i<\/span> a <\/span>ab<\/span>s<\/span>o<\/span>r<\/span>b<\/span>\u00e9<\/span> q<\/span>u<\/span>i,<\/span> q<\/span>u<\/span>i<\/span> a<\/span> p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>d\u00e9<\/span> q<\/span>u<\/span>i<\/span> ?<\/span> L<\/span>a<\/span> rh<\/span>\u00e9<\/span>to<\/span>r<\/span>i<\/span>que de la persuasion,<\/span> dite e<\/span>xt<\/span>r<\/span>o<\/span>v<\/span>er<\/span>t<\/span>ie<\/span>,<\/span> e<\/span>st<\/span> m<\/span>e<\/span>n<\/span>ac<\/span>\u00e9<\/span>e<\/span> p<\/span>a<\/span>r<\/span> l<\/span>e s<\/span>o<\/span>l<\/span>i<\/span>p<\/span>s<\/span>i<\/span>s<\/span>m<\/span>e<\/span> de<\/span> l<\/span>\u2019<\/span>i<\/span>d<\/span>e<\/span>n<\/span>t<\/span>i<\/span>f<\/span>i<\/span>c<\/span>a<\/span>t<\/span>i<\/span>o<\/span>n<\/span> ;<\/span> e<\/span>l<\/span>l<\/span>e<\/span> n<\/span>\u2019<\/span>e<\/span>x<\/span>p<\/span>r<\/span>i<\/span>m<\/span>e <\/span>q<\/span>u<\/span>\u2019<\/span>u<\/span>n<\/span>e<\/span> i<\/span>n<\/span>t<\/span>r<\/span>ov<\/span>e<\/span>r<\/span>s<\/span>i<\/span>o<\/span>n<\/span> de<\/span> g<\/span>r<\/span>o<\/span>u<\/span>p<\/span>e<\/span>. <\/span>L\u2019<\/span>\u00e9<\/span>t<\/span>r<\/span>a<\/span>n<\/span>g<\/span>e<\/span> concept<\/span> d<\/span>e<\/span> \u00ab<\/span> co<\/span>m<\/span>m<\/span>un<\/span>io<\/span>n<\/span> \u00bb <\/span>pro<\/span>pos<\/span>\u00e9<\/span> p<\/span>a<\/span>r<\/span> l<\/span>e<\/span> T<\/span>r<\/span>ai<\/span>t<\/span>\u00e9<\/span><\/em> c<\/span>a<\/span>ra<\/span>c<\/span>t<\/span>\u00e9<\/span>r<\/span>i<\/span>s<\/span>e<\/span> bi<\/span>e<\/span>n<\/span> l<\/span>\u2019<\/span>ab<\/span>o<\/span>u<\/span>t<\/span>is<\/span>s<\/span>e<\/span>m<\/span>e<\/span>n<\/span>t<\/span> d<\/span>e ce<\/span> processus <\/span>d’<\/span>empathie<\/span> fusionnelle. <\/span><\/p>\n

4.2NB : Identification dans la th\u00e9orie de l’Argumentation dans la<\/em><\/span> Langue<\/span><\/em><\/span><\/h2>\n

L<\/span>a<\/span> n<\/span>o<\/span>t<\/span>io<\/span>n<\/span> d<\/span>\u2019<\/span>i<\/span>d<\/span>e<\/span>n<\/span>ti<\/span>f<\/span>i<\/span>c<\/span>a<\/span>t<\/span>io<\/span>n<\/span> e<\/span>st<\/span> f<\/span>o<\/span>n<\/span>da<\/span>m<\/span>e<\/span>n<\/span>t<\/span>a<\/span>l<\/span>e<\/span> d<\/span>a<\/span>n<\/span>s<\/span> l<\/span>a<\/span> t<\/span>h<\/span>\u00e9<\/span>o<\/span>r<\/span>i<\/span>e<\/span> de <\/span>l<\/span>\u2019<\/span>a<\/span>r<\/span>g<\/span>u<\/span>m<\/span>e<\/span>n<\/span>t<\/span>a<\/span>t<\/span>io<\/span>n<\/span> d<\/span>a<\/span>n<\/span>s<\/span> l<\/span>a<\/span> l<\/span>a<\/span>n<\/span>g<\/span>u<\/span>e<\/span> (Anscombre & Ducrot, 1983).<\/span> L<\/span>e<\/span> producteur de l’\u00e9nonc\u00e9<\/span> m<\/span>e<\/span>t<\/span> e<\/span>n<\/span> sc<\/span>\u00e8<\/span>n<\/span>e <\/span>u<\/span>n<\/span>e<\/span> g<\/span>a<\/span>m<\/span>m<\/span>e<\/span> d<\/span>\u2019<\/span>\u00e9<\/span>n<\/span>on<\/span>c<\/span>i<\/span>a<\/span>t<\/span>e<\/span>u<\/span>rs<\/span>,<\/span> s<\/span>o<\/span>u<\/span>r<\/span>c<\/span>e<\/span>s<\/span> d<\/span>e<\/span>s<\/span> p<\/span>o<\/span>i<\/span>n<\/span>t<\/span>s<\/span> d<\/span>e<\/span> v<\/span>u<\/span>e<\/span> \u00e9<\/span>v<\/span>o<\/span>q<\/span>u<\/span>\u00e9<\/span>s<\/span> da<\/span>n<\/span>s <\/span>l<\/span>\u2019<\/span>\u00e9<\/span>non<\/span>c<\/span>\u00e9<\/span>,<\/span> puis il<\/span> s<\/span>\u2019<\/span>i<\/span>d<\/span>e<\/span>n<\/span>t<\/span>i<\/span>f<\/span>i<\/span>e<\/span> \u00e0<\/span> t<\/span>e<\/span>l<\/span> \u00e9<\/span>n<\/span>on<\/span>c<\/span>i<\/span>at<\/span>e<\/span>u<\/span>r<\/span> e<\/span>t<\/span> n<\/span>o<\/span>n<\/span> p<\/span>a<\/span>s<\/span> \u00e0<\/span> t<\/span>e<\/span>l<\/span> au<\/span>t<\/span>r<\/span>e<\/span>,<\/span> c<\/span>e<\/span>t<\/span>te <\/span>i<\/span>d<\/span>e<\/span>n<\/span>t<\/span>i<\/span>f<\/span>i<\/span>c<\/span>a<\/span>t<\/span>io<\/span>n<\/span> \u00e9<\/span>t<\/span>a<\/span>n<\/span>t<\/span> ma<\/span>r<\/span>qu<\/span>\u00e9<\/span>e<\/span> d<\/span>a<\/span>n<\/span>s<\/span> l<\/span>a<\/span> s<\/span>tr<\/span>u<\/span>ct<\/span>u<\/span>r<\/span>e<\/span> g<\/span>r<\/span>am<\/span>m<\/span>a<\/span>t<\/span>i<\/span>c<\/span>a<\/span>l<\/span>e, V. R\u00f4les<\/a><\/span>.<\/span> M<\/span>a<\/span>i<\/span>s<\/span> c<\/span>e <\/span>c<\/span>o<\/span>n<\/span>c<\/span>e<\/span>pt<\/span> d<\/span>\u2019<\/span>i<\/span>d<\/span>e<\/span>n<\/span>ti<\/span>f<\/span>i<\/span>c<\/span>a<\/span>t<\/span>ion<\/span> e<\/span>s<\/span>t<\/span> to<\/span>t<\/span>a<\/span>l<\/span>e<\/span>m<\/span>e<\/span>n<\/span>t<\/span> \u00e9t<\/span>r<\/span>a<\/span>n<\/span>g<\/span>e<\/span>r<\/span> au<\/span> c<\/span>on<\/span>c<\/span>e<\/span>p<\/span>t<\/span> ps<\/span>y<\/span>c<\/span>hol<\/span>o<\/span>g<\/span>i<\/span>que <\/span>d<\/span>\u2019<\/span>i<\/span>d<\/span>e<\/span>n<\/span>t<\/span>i<\/span>f<\/span>i<\/span>c<\/span>a<\/span>t<\/span>io<\/span>n<\/span> d<\/span>i<\/span>s<\/span>c<\/span>ut\u00e9<\/span> e<\/span>n<\/span> l<\/span>i<\/span>a<\/span>i<\/span>s<\/span>o<\/span>n<\/span> a<\/span>v<\/span>e<\/span>c<\/span> l<\/span>a question de la<\/span> persuasion.<\/span><\/p>\n

5. Qui \u00e9tudie<\/span> la persuasion<\/span> ?<\/span><\/span><\/h1>\n

L\u2019<\/span>a<\/span>r<\/span>g<\/span>u<\/span>m<\/span>e<\/span>n<\/span>t<\/span>a<\/span>t<\/span>io<\/span>n<\/span> rh<\/span>\u00e9<\/span>t<\/span>o<\/span>r<\/span>i<\/span>q<\/span>u<\/span>e<\/span> n<\/span>e<\/span> pe<\/span>ut<\/span> p<\/span>a<\/span>s<\/span> \u00ea<\/span>t<\/span>r<\/span>e<\/span> caract\u00e9ris\u00e9e<\/span> p<\/span>a<\/span>r<\/span> s<\/span>o<\/span>n<\/span> o<\/span>b<\/span>j<\/span>e<\/span>t<\/span> q<\/span>u<\/span>i <\/span>s<\/span>e<\/span>r<\/span>a<\/span>i<\/span>t<\/span> l<\/span>e processus<\/span> de<\/span> persuasion,<\/span> pour<\/span> la<\/span> simple<\/span> raison<\/span> que<\/span> la<\/span> persuasion<\/span> est <\/span>un<\/span> objet<\/span> reven<\/span>d<\/span>i<\/span>qu\u00e9<\/span> p<\/span>a<\/span>r<\/span> bi<\/span>e<\/span>n<\/span> d<\/span>\u2019<\/span>au<\/span>t<\/span>r<\/span>e<\/span>s<\/span> d<\/span>i<\/span>s<\/span>c<\/span>ip<\/span>l<\/span>i<\/span>n<\/span>e<\/span>s<\/span> :<\/span> s<\/span>c<\/span>i<\/span>e<\/span>n<\/span>c<\/span>e<\/span>s<\/span> e<\/span>t<\/span> p<\/span>h<\/span>i<\/span>l<\/span>o<\/span>s<\/span>op<\/span>h<\/span>i<\/span>e <\/span>de<\/span> la<\/span> cognition<\/span>,<\/span> neuropsychologie<\/span>,<\/span> \u201cprogrammation<\/span> neurolinguist<\/span>i<\/span>q<\/span>ue<\/span>\u201d<\/span>, \u201cPublic Relations\u201d, <\/span>etc.<\/span>
L\u2019<\/span>o<\/span>u<\/span>v<\/span>r<\/span>a<\/span>g<\/span>e<\/span> de<\/span> V<\/span>a<\/span>n<\/span>c<\/span>e<\/span> P<\/span>a<\/span>c<\/span>k<\/span>a<\/span>r<\/span>d<\/span>,<\/span> L<\/span>a<\/span> p<\/span>e<\/span>r<\/span>s<\/span>ua<\/span>s<\/span>i<\/span>o<\/span>n<\/span> c<\/span>a<\/span>c<\/span>h<\/span>\u00e9e<\/span><\/em> <\/strong>[<\/span>H<\/span>i<\/span>d<\/span>d<\/span>e<\/span>n <\/span><\/em>persuaders<\/span><\/em>], c\u00e9l\u00e8bre et \u00e9vit\u00e9 dans les \u00e9tudes d’argumentation,<\/span> est<\/span> paru<\/span> en<\/span> 1957,<\/span> un<\/span> an<\/span> avant<\/span> le<\/span> Trait\u00e9<\/span> de<\/span> l\u2019argumentation<\/span><\/em>.<\/span> Il <\/span>d\u00e9veloppe une critique mordante de l’approche de la d\u00e9cision comme d\u00e9riv\u00e9e de <\/span>bonnes raisons<\/span> expos\u00e9es dans un discours persuasif<\/span> : les gens \u00e9num\u00e8rent sans probl\u00e8me <\/span>toutes les bonnes<\/span> raisons qu’ils ont d’acheter tel type de produit, et, au bout <\/span>du compte, ils en<\/span> ach\u00e8tent<\/span> un<\/span> aut<\/span>re. Cette critique a \u00e9t\u00e9 \u00e9labor\u00e9e<\/span> d\u00e8s le <\/span>d\u00e9but des ann\u00e9es 1920 par<\/span> Walter Lippman (1922)<\/span>,<\/span> puis par<\/span> Edward L. <\/span>Bernays (1928)<\/span>,<\/span> qui ont jet\u00e9 les bases d’un<\/span>e<\/span> recherche des motivations <\/span>inconscientes<\/span> des acheteurs et des \u00e9lecteurs, mais<\/span> n\u00e9anmoins<\/span> d\u00e9terminantes <\/span>pour leurs choix,<\/span> fondant ainsi<\/span> le nouveau<\/span> champ d’\u00e9tude des \u201cRelations <\/strong><\/span>P<\/span><\/strong>ubliques<\/strong>\u201d [<\/span>Public Relations<\/span><\/em>, PR<\/em>).<\/span><\/p>\n

\"Accord\"\u00a0 Spin doctors<\/a><\/span><\/p>\n


\n<\/span>Le<\/span> n<\/span>e<\/span>u<\/span>ro<\/span>m<\/span>a<\/span>r<\/span>k<\/span>et<\/span>i<\/span>n<\/span>g<\/span><\/strong> poursuit cette entreprise de dissolution du concept de <\/span>persuasion par la recherche des m\u00e9thodes capables d’orienter l’acheteur <\/span>et de d\u00e9clencher le r\u00e9flexe d’achat.<\/span> L<\/span>\u2019<\/span>a<\/span>n<\/span>a<\/span>l<\/span>ys<\/span>e<\/span> d<\/span>e<\/span> l<\/span>a<\/span> p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>s<\/span>io<\/span>n<\/span> e<\/span>st<\/span> \u00e9galement u<\/span>n<\/span> d<\/span>e<\/span>s <\/span>obj<\/span>e<\/span>t<\/span>s<\/span> d<\/span>e<\/span> l<\/span>a ps<\/strong><\/span>y<\/span>c<\/span>hol<\/span>o<\/span>g<\/span>i<\/span>e<\/span> s<\/span>o<\/span>c<\/span>i<\/span>a<\/span>l<\/span>e<\/span><\/strong>.<\/span> C<\/span>e<\/span>t<\/span>te<\/span> d<\/span>i<\/span>s<\/span>c<\/span>ip<\/span>l<\/span>i<\/span>n<\/span>e<\/span> c<\/span>omp<\/span>te<\/span> p<\/span>ar<\/span>m<\/span>i<\/span> s<\/span>e<\/span>s<\/span> o<\/span>b<\/span>j<\/span>e<\/span>t<\/span>s <\/span>f<\/span>o<\/span>n<\/span>da<\/span>m<\/span>e<\/span>n<\/span>t<\/span>a<\/span>u<\/span>x<\/span> l<\/span>\u2019<\/span>\u00e9<\/span>t<\/span>ude th\u00e9orique<\/span> et<\/span> exp\u00e9rimentale<\/span> des<\/span> influences<\/span> sociales<\/span> : <\/span>la<\/span> persuasion,<\/span> les<\/span> convictions,<\/span> la su<\/span>g<\/span>g<\/span>e<\/span>s<\/span>t<\/span>io<\/span>n,<\/span> l<\/span>\u2019<\/span>e<\/span>mp<\/span>r<\/span>i<\/span>s<\/span>e<\/span>,<\/span> l<\/span>\u2019<\/span>i<\/span>n<\/span>c<\/span>i<\/span>t<\/span>a<\/span>t<\/span>io<\/span>n<\/span>\u2026<\/span>,<\/span> l<\/span>a <\/span>f<\/span>o<\/span>r<\/span>m<\/span>a<\/span>t<\/span>io<\/span>n<\/span> e<\/span>t<\/span> l<\/span>e<\/span>s<\/span> m<\/span>a<\/span>ni<\/span>f<\/span>e<\/span>s<\/span>t<\/span>a<\/span>t<\/span>io<\/span>n<\/span>s<\/span> d<\/span>e<\/span>s<\/span> a<\/span>t<\/span>t<\/span>i<\/span>t<\/span>ud<\/span>e<\/span>s<\/span>, d<\/span>e<\/span>s<\/span> r<\/span>e<\/span>p<\/span>r<\/span>\u00e9<\/span>s<\/span>e<\/span>n<\/span>t<\/span>a<\/span>t<\/span>io<\/span>n<\/span>s<\/span>,<\/span> e<\/span>t<\/span> l<\/span>e<\/span>s <\/span>t<\/span>r<\/span>a<\/span>n<\/span>s<\/span>f<\/span>o<\/span>rm<\/span>a<\/span>t<\/span>io<\/span>n<\/span>s<\/span> d<\/span>e<\/span>s<\/span> m<\/span>a<\/span>n<\/span>i<\/span>\u00e8<\/span>r<\/span>e<\/span>s<\/span> d<\/span>\u2019<\/span>a<\/span>g<\/span>i<\/span>r<\/span> d<\/span>e<\/span>s<\/span> i<\/span>n<\/span>d<\/span>i<\/span>v<\/span>i<\/span>d<\/span>u<\/span>s<\/span> o<\/span>u<\/span> d<\/span>e<\/span>s<\/span> g<\/span>rou<\/span>p<\/span>e<\/span>s<\/span>.<\/span> L<\/span>e <\/span>mouvement du<\/span> mo<\/span>n<\/span>de,<\/span> l<\/span>e<\/span>s<\/span> \u00e9<\/span>v<\/span>\u00e9<\/span>n<\/span>e<\/span>m<\/span>e<\/span>n<\/span>t<\/span>s<\/span> m<\/span>at<\/span>\u00e9<\/span>r<\/span>i<\/span>e<\/span>l<\/span>s<\/span>,<\/span> p<\/span>ar<\/span>m<\/span>i<\/span> l<\/span>e<\/span>s<\/span>qu<\/span>e<\/span>l<\/span>s<\/span> l<\/span>e<\/span>s <\/span>d<\/span>\u00e9<\/span>c<\/span>o<\/span>u<\/span>v<\/span>e<\/span>r<\/span>t<\/span>e<\/span>s scientifiques,<\/span> les<\/span> innovations<\/span> techniques<\/span> et<\/span> les<\/span> flux<\/span> langagiers <\/span>qui<\/span> les<\/span> accompagnent<\/span> ou<\/span> les<\/span> constituent,<\/span> produisent<\/span> et<\/span> rectifient<\/span> les <\/span>repr\u00e9sentations,<\/span> les<\/span> pens\u00e9es,<\/span> les<\/span> paroles et<\/span> les<\/span> actions<\/span> des<\/span> individus<\/span> et<\/span> des <\/span>groupes.
\n<\/span>Le<\/span>s<\/span> g<\/span>r<\/span>a<\/span>n<\/span>d<\/span>e<\/span>s<\/span> \u00e9<\/span>t<\/span>ud<\/span>e<\/span>s<\/span> c<\/span>l<\/span>a<\/span>s<\/span>s<\/span>i<\/span>qu<\/span>e<\/span>s<\/span> de<\/span> ps<\/span>y<\/span>c<\/span>hol<\/span>o<\/span>g<\/span>i<\/span>e<\/span> s<\/span>o<\/span>c<\/span>i<\/span>a<\/span>l<\/span>e<\/span> p<\/span>u<\/span>b<\/span>l<\/span>i<\/span>\u00e9<\/span>e<\/span>s<\/span> au<\/span> s<\/span>i<\/span>\u00e8c<\/span>l<\/span>e <\/span>d<\/span>ern<\/span>i<\/span>e<\/span>r s<\/span>u<\/span>r<\/span> l<\/span>a<\/span> p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>s<\/span>io<\/span>n<\/span> n<\/span>e<\/span> m<\/span>e<\/span>n<\/span>t<\/span>io<\/span>n<\/span>n<\/span>e<\/span>n<\/span>t<\/span> g<\/span>u<\/span>\u00e8<\/span>r<\/span>e<\/span> l<\/span>a<\/span> rh<\/span>\u00e9<\/span>to<\/span>r<\/span>i<\/span>qu<\/span>e<\/span>,<\/span> n<\/span>i<\/span> d<\/span>\u2019<\/span>a<\/span>il<\/span>l<\/span>e<\/span>u<\/span>r<\/span>s <\/span>l<\/span>\u2019<\/span>a<\/span>r<\/span>g<\/span>u<\/span>m<\/span>e<\/span>n<\/span>t<\/span>a<\/span>t<\/span>io<\/span>n<\/span> ; par<\/span> exemple,<\/span> on<\/span> ne<\/span> trouve<\/span> ni<\/span> le<\/span> mot<\/span> rh\u00e9torique<\/span> ni<\/span> le<\/span> mot <\/span>argumentation<\/span> dans<\/span> un<\/span> recueil de<\/span> textes<\/span> sur<\/span> la<\/span> psychologie<\/span> de<\/span> la<\/span> persuasion, <\/span>intitul\u00e9<\/span> La<\/span> persuasion<\/span><\/em> (Yzerbit<\/span> et<\/span> Cor<\/span>n<\/span>e<\/span>i<\/span>l<\/span>l<\/span>e<\/span> 1<\/span>99<\/span>4<\/span>)<\/span>.<\/span> L<\/span>a<\/span> pr<\/span>o<\/span>bl<\/span>\u00e9m<\/span>a<\/span>t<\/span>i<\/span>que<\/span> de<\/span> l<\/span>a <\/span>p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>s<\/span>io<\/span>n<\/span> pe<\/span>ut<\/span> \u00eat<\/span>r<\/span>e<\/span> l<\/span>\u00e9<\/span>g<\/span>i<\/span>t<\/span>i<\/span>m<\/span>e<\/span>m<\/span>e<\/span>n<\/span>t<\/span> i<\/span>n<\/span>v<\/span>o<\/span>qu<\/span>\u00e9<\/span>e<\/span> \u00e0<\/span> pr<\/span>o<\/span>po<\/span>s<\/span> du<\/span> d<\/span>i<\/span>sc<\/span>o<\/span>u<\/span>r<\/span>s<\/span>,<\/span> m<\/span>a<\/span>i<\/span>s <\/span>l<\/span>\u2019<\/span>\u00e9<\/span>t<\/span>ud<\/span>e<\/span> du<\/span> pr<\/span>oc<\/span>e<\/span>s<\/span>s<\/span>u<\/span>s<\/span> d<\/span>e<\/span> p<\/span>e<\/span>rs<\/span>ua<\/span>s<\/span>i<\/span>on,<\/span> y<\/span> c<\/span>o<\/span>mp<\/span>r<\/span>i<\/span>s<\/span> s<\/span>o<\/span>u<\/span>s<\/span> s<\/span>e<\/span>s<\/span> facettes <\/span>langagi\u00e8res,<\/span> ne<\/span> peut<\/span> en<\/span> aucun<\/span> cas<\/span> \u00eatre<\/span> men\u00e9e<\/span> dans<\/span> le<\/span> seul<\/span> cadre<\/span> des<\/span> \u00e9tudes <\/span>rh\u00e9toriques<\/span> (Chabrol<\/span> &<\/span> Radu<\/span> 2008).<\/span><\/p>\n

Dans l<\/span>e monde contemporain, l’accent est<\/span> mis sur l’influence et sur les <\/span>influenceurs<\/em><\/strong><\/span> plus que sur la persuasion<\/span>, ce qui<\/span> peut<\/span> s’<\/span>interpr\u00e9ter<\/span> comme <\/span>une pr\u00e9dominance de la suggestion et de l’imitation, sinon de la manipulation, sur les <\/span>processus persuasifs argmentatifs ouverts<\/em>.<\/span><\/p>\n

6. La persuasion, une fonction du langage<\/span><\/h1>\n

De<\/span> m\u00eame<\/span> que<\/span> la<\/span> rh\u00e9torique<\/span> ne<\/span> peut<\/span> pas<\/span> se<\/span> d\u00e9finir<\/span> par<\/span> la<\/span> persuasion<\/span>,<\/span> elle<\/span> ne<\/span> peut <\/span>pas<\/span> s<\/span>e<\/span> d<\/span>\u00e9<\/span>f<\/span>i<\/span>n<\/span>i<\/span>r<\/span> c<\/span>o<\/span>m<\/span>m<\/span>e<\/span> l<\/span>\u2019<\/span>\u00e9<\/span>t<\/span>ude<\/span> d<\/span>e<\/span>s<\/span> g<\/span>e<\/span>n<\/span>r<\/span>e<\/span>s<\/span> l<\/span>a<\/span>n<\/span>ga<\/span>g<\/span>i<\/span>e<\/span>rs<\/span> p<\/span>e<\/span>rs<\/span>ua<\/span>s<\/span>if<\/span>s<\/span>,<\/span> d<\/span>a<\/span>n<\/span>s<\/span> l<\/span>a<\/span> m<\/span>e<\/span>s<\/span>u<\/span>r<\/span>e<\/span> o<\/span>\u00f9 <\/span>l<\/span>a<\/span> f<\/span>on<\/span>c<\/span>t<\/span>io<\/span>n<\/span> p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>s<\/span>i<\/span>v<\/span>e<\/span> n<\/span>\u2019<\/span>e<\/span>st<\/span> p<\/span>a<\/span>s<\/span> l<\/span>i<\/span>\u00e9<\/span>e<\/span> \u00e0<\/span> u<\/span>n<\/span> g<\/span>e<\/span>n<\/span>r<\/span>e,<\/span> m<\/span>a<\/span>i<\/span>s<\/span> e<\/span>st<\/span> c<\/span>oe<\/span>x<\/span>t<\/span>e<\/span>n<\/span>s<\/span>i<\/span>v<\/span>e<\/span> \u00e0 <\/span>l<\/span>\u2019<\/span>e<\/span>x<\/span>e<\/span>r<\/span>c<\/span>i<\/span>c<\/span>e<\/span> d<\/span>u<\/span> l<\/span>a<\/span>n<\/span>ga<\/span>g<\/span>e<\/span><\/span>.<\/span> L<\/span>a<\/span> f<\/span>on<\/span>ct<\/span>io<\/span>n<\/span> p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>s<\/span>i<\/span>v<\/span>e<\/span> e<\/span>s<\/span>t<\/span> u<\/span>n<\/span> a<\/span>s<\/span>p<\/span>e<\/span>c<\/span>t<\/span> de<\/span> ce<\/span> q<\/span>ue<\/span> l<\/span>e<\/span>s <\/span>d<\/span>i<\/span>f<\/span>f<\/span>\u00e9<\/span>r<\/span>e<\/span>n<\/span>t<\/span>s<\/span> m<\/span>od<\/span>\u00e8<\/span>l<\/span>e<\/span>s<\/span> d<\/span>e<\/span>s<\/span> f<\/span>on<\/span>ct<\/span>io<\/span>n<\/span>s du<\/span> l<\/span>a<\/span>n<\/span>ga<\/span>ge<\/span> c<\/span>l<\/span>a<\/span>s<\/span>s<\/span>e<\/span>n<\/span>t co<\/span>m<\/span>m<\/span>e<\/span> f<\/span>on<\/span>ct<\/span>io<\/span>n <\/span>d<\/span>\u2019<\/span>a<\/span>ct<\/span>io<\/span>n s<\/span>u<\/span>r<\/span> l<\/span>e<\/span> d<\/span>e<\/span>s<\/span>t<\/span>i<\/span>n<\/span>a<\/span>t<\/span>a<\/span>i<\/span>r<\/span>e<\/span> (<\/span>f<\/span>on<\/span>ct<\/span>io<\/span>n<\/span> d<\/span>\u2019<\/span>a<\/span>p<\/span>pe<\/span>l<\/span><\/em>, B<\/span>\u00fc<\/span>h<\/span>l<\/span>e<\/span>r<\/span> [<\/span>1<\/span>9<\/span>3<\/span>3<\/span>]<\/span>,<\/span> o<\/span>u<\/span> f<\/span>on<\/span>ct<\/span>io<\/span>n <\/span>co<\/span>n<\/span>a<\/span>t<\/span>i<\/span>v<\/span>e<\/span><\/em>,<\/span> J<\/span>a<\/span>k<\/span>o<\/span>b<\/span>s<\/span>o<\/span>n<\/span> [<\/span>1<\/span>9<\/span>6<\/span>3<\/span>]<\/span>.<\/span><\/p>\n

Si la persuasion est d\u00e9finie comme un<\/span> changement des repr\u00e9sentations<\/span> et, par <\/span>cons\u00e9quent,<\/span> du<\/span> comportement<\/span> de<\/span> l’interlocuteur,<\/span> alors<\/span> tout<\/span> \u00e9nonc\u00e9 <\/span>informatif, comme \u201c<\/span>il est 8 h<\/span><\/em>\u201d est argumentatif. Si le destinataire doit <\/span>prendre le train de 7h 55 et savoure un dernier caf\u00e9, pensant qu’il est huit <\/span>h<\/span>eures moins le quart, alors l’information change radicalement sa vision <\/span>de son avenir imm\u00e9diat.
\nLa logique naturelle <\/span>s’int\u00e9resse \u00e0 la fa\u00e7on dont les locuteurs sch\u00e9matisent et transmettent les aspects pour eux pertinents de la<\/span> r\u00e9alit\u00e9 ; \u00e0 ce titre, c’est \u00e9galement une \u00e9tude g\u00e9n\u00e9ralis\u00e9e de la persuasion.
\n<\/span><\/p>\n

B<\/span>e<\/span>n<\/span>v<\/span>en<\/span>i<\/span>ste<\/span> o<\/span>p<\/span>pos<\/span>e<\/span> l<\/span>\u2019<\/span>hi<\/span>s<\/span>to<\/span>i<\/span>r<\/span>e<\/span> (l<\/span>e<\/span> r<\/span>\u00e9<\/span>c<\/span>i<\/span>t<\/span>) au<\/span> d<\/span>i<\/span>s<\/span>c<\/span>o<\/span>u<\/span>rs<\/span>,<\/span> e<\/span>t<\/span> f<\/span>a<\/span>i<\/span>t de<\/span> l<\/span>\u2019<\/span>in<\/span>t<\/span>e<\/span>n<\/span>t<\/span>i<\/span>o<\/span>n <\/span>d<\/span>\u2019<\/span>in<\/span>f<\/span>l<\/span>u<\/span>e<\/span>nc<\/span>e<\/span>r<\/span> une caract\u00e9ristique de tout discours<\/span> :<\/span><\/p>\n

N<\/span>o<\/span>u<\/span>s<\/span> av<\/span>o<\/span>n<\/span>s<\/span>,<\/span> p<\/span>a<\/span>r<\/span> c<\/span>on<\/span>t<\/span>r<\/span>a<\/span>st<\/span>e<\/span>,<\/span> s<\/span>i<\/span>t<\/span>u<\/span>\u00e9<\/span> d<\/span>\u2019<\/span>a<\/span>v<\/span>a<\/span>n<\/span>c<\/span>e<\/span> le<\/span> p<\/span>l<\/span>a<\/span>n<\/span> du<\/span> d<\/span>i<\/span>s<\/span>c<\/span>o<\/span>u<\/span>r<\/span>s<\/span>.<\/span> I<\/span>l<\/span> f<\/span>au<\/span>t <\/span>e<\/span>n<\/span>t<\/span>e<\/span>n<\/span>d<\/span>re \u201cdiscours\u201d<\/span> dans<\/span> sa<\/span> plus<\/span> large<\/span> extension<\/span> :<\/span> toute<\/span> \u00e9nonciation<\/span> supposant<\/span> un<\/span> locuteur <\/span>et un<\/span> auditeur,<\/span> et<\/span> chez<\/span> le<\/span> premier<\/span> l\u2019intention<\/span> d\u2019influencer<\/span> l\u2019autre<\/span> en<\/span> quelque<\/span> <\/span><\/em>mani\u00e8re<\/em>. <\/span>C<\/span>\u2019<\/span>e<\/span>s<\/span>t<\/span> d<\/span>\u2019<\/span>ab<\/span>o<\/span>r<\/span>d<\/span> l<\/span>a<\/span> d<\/span>i<\/span>v<\/span>e<\/span>rs<\/span>i<\/span>t<\/span>\u00e9<\/span> d<\/span>e<\/span>s<\/span> d<\/span>i<\/span>s<\/span>c<\/span>o<\/span>u<\/span>r<\/span>s<\/span> o<\/span>r<\/span>a<\/span>u<\/span>x<\/span> d<\/span>e<\/span> tou<\/span>t<\/span>e<\/span> n<\/span>a<\/span>t<\/span>u<\/span>r<\/span>e<\/span> e<\/span>t<\/span> d<\/span>e<\/span> tout <\/span>n<\/span>i<\/span>v<\/span>e<\/span>a<\/span>u [\u2026]<\/span> M<\/span>a<\/span>i<\/span>s<\/span> c<\/span>\u2019<\/span>e<\/span>s<\/span>t<\/span> a<\/span>u<\/span>s<\/span>s<\/span>i<\/span> l<\/span>a<\/span> m<\/span>a<\/span>s<\/span>s<\/span>e<\/span> d<\/span>e<\/span>s<\/span> \u00e9c<\/span>r<\/span>i<\/span>t<\/span>s<\/span> q<\/span>u<\/span>i <\/span>r<\/span>e<\/span>pr<\/span>o<\/span>d<\/span>u<\/span>i<\/span>s<\/span>e<\/span>nt<\/span> l<\/span>e<\/span>s<\/span> d<\/span>i<\/span>s<\/span>c<\/span>o<\/span>u<\/span>r<\/span>s <\/span>o<\/span>r<\/span>a<\/span>u<\/span>x<\/span> ou<\/span> q<\/span>u<\/span>i en<\/span> empruntent<\/span> le<\/span> tour<\/span> et<\/span> les<\/span> fins.<\/span> (Benveniste<\/span> [1959],<\/span> p.<\/span> 242<\/span> ; <\/span>nous<\/span> soulignons).<\/span><\/span><\/p>\n

Nietzsche,<\/span> dans<\/span> ses<\/span> le\u00e7ons<\/span> sur<\/span> la<\/span> rh\u00e9torique,<\/span> g\u00e9n\u00e9ralise<\/span> la<\/span> force<\/span> rh\u00e9torique <\/span>pour<\/span> e<\/span>n<\/span> f<\/span>a<\/span>i<\/span>r<\/span>e<\/span> \u00ab<\/span>\u00a0l<\/span>\u2019<\/span>e<\/span>s<\/span>s<\/span>e<\/span>n<\/span>c<\/span>e<\/span> d<\/span>u<\/span> l<\/span>a<\/span>n<\/span>ga<\/span>g<\/span>e<\/span> \u00bb<\/span> :<\/span><\/p>\n

L<\/span>a<\/span> f<\/span>o<\/span>r<\/span>c<\/span>e<\/span> [<\/span>K<\/span>r<\/span>a<\/span>f<\/span>t<\/span><\/em>]<\/span> qu<\/span>\u2019A<\/span>r<\/span>i<\/span>s<\/span>to<\/span>t<\/span>e<\/span> ap<\/span>pe<\/span>l<\/span>le<\/span> rh<\/span>\u00e9<\/span>to<\/span>r<\/span>iq<\/span>u<\/span>e<\/span>,<\/span> q<\/span>u<\/span>i<\/span> e<\/span>s<\/span>t<\/span> l<\/span>a<\/span> f<\/span>o<\/span>r<\/span>c<\/span>e<\/span> d<\/span>e<\/span> d<\/span>\u00e9<\/span>m<\/span>\u00ea<\/span>l<\/span>e<\/span>r <\/span><\/span>e<\/span>t<\/span> d<\/span>e<\/span> f<\/span>a<\/span>i<\/span>r<\/span>e<\/span> v<\/span>a<\/span>l<\/span>o<\/span>i<\/span>r<\/span>,<\/span> p<\/span>o<\/span>u<\/span>r<\/span> ch<\/span>a<\/span>q<\/span>u<\/span>e<\/span> c<\/span>h<\/span>os<\/span>e<\/span>,<\/span> c<\/span>e<\/span> q<\/span>u<\/span>i<\/span> e<\/span>st<\/span> e<\/span>ff<\/span>i<\/span>ca<\/span>c<\/span>e<\/span> e<\/span>t<\/span> f<\/span>a<\/span>i<\/span>t<\/span> d<\/span>e <\/span><\/span><\/span>l<\/span>\u2019<\/span>i<\/span>mp<\/span>r<\/span>e<\/span>s<\/span>s<\/span>ion,<\/span> c<\/span>e<\/span>t<\/span>t<\/span>e<\/span> f<\/span>o<\/span>r<\/span>c<\/span>e<\/span> e<\/span>st<\/span> e<\/span>n<\/span> m<\/span>\u00ea<\/span>m<\/span>e<\/span> t<\/span>e<\/span>m<\/span>ps<\/span> l<\/span>\u2019<\/span>e<\/span>ss<\/span>e<\/span>n<\/span>c<\/span>e<\/span> d<\/span>u<\/span> l<\/span>a<\/span>n<\/span>ga<\/span>g<\/span>e<\/span> :<\/span><\/span> ce<\/span>l<\/span>u<\/span>i<\/span>–<\/span><\/span>c<\/span>i<\/span> s<\/span>e<\/span> r<\/span>ap<\/span>p<\/span>o<\/span>r<\/span>te<\/span> a<\/span>u<\/span>s<\/span>si<\/span> pe<\/span>u<\/span> que<\/span> l<\/span>a rh<\/span>\u00e9<\/span>to<\/span>r<\/span>iq<\/span>u<\/span>e<\/span> au<\/span> v<\/span>r<\/span>a<\/span>i,<\/span> \u00e0<\/span> l<\/span>\u2019<\/span>e<\/span>s<\/span>s<\/span>e<\/span>n<\/span>c<\/span>e<\/span> d<\/span>e<\/span>s<\/span> c<\/span>h<\/span>os<\/span>e<\/span>s<\/span> ; <\/span><\/span>i<\/span>l<\/span> n<\/span>e<\/span> v<\/span>e<\/span>ut<\/span> p<\/span>a<\/span>s<\/span> i<\/span>n<\/span>s<\/span>tru<\/span>i<\/span>r<\/span>e<\/span> [<\/span>be<\/span>l<\/span>e<\/span>h<\/span>r<\/span>e<\/span>n<\/span><\/em>]<\/span>,<\/span> m<\/span>a<\/span>i<\/span>s<\/span> transmettre<\/span> \u00e0<\/span> autrui<\/span> [<\/span>auf<\/span> Andere <\/span><\/em><\/span>\u00fcbertragen<\/span><\/em>]<\/span> une<\/span> \u00e9motion<\/span> et<\/span> une<\/span> appr\u00e9hension subjective.<\/span> ([1971],<\/span> p.<\/span> 111)<\/span><\/span><\/p>\n

C<\/span>e<\/span>s<\/span> t<\/span>e<\/span>n<\/span>da<\/span>n<\/span>c<\/span>e<\/span>s<\/span> \u00e0<\/span> l<\/span>a<\/span> g<\/span>\u00e9<\/span>n<\/span>\u00e9<\/span>r<\/span>a<\/span>l<\/span>i<\/span>s<\/span>a<\/span>t<\/span>io<\/span>n<\/span> de<\/span> l<\/span>a<\/span> persuasion<\/span> \u00e0<\/span> to<\/span>ut<\/span> d<\/span>i<\/span>s<\/span>c<\/span>o<\/span>u<\/span>r<\/span>s<\/span> s<\/span>on<\/span>t <\/span>compatibles<\/span> avec<\/span> toutes<\/span> les<\/span> d\u00e9finitions<\/span> classiques<\/span> de<\/span> la<\/span> rh\u00e9torique<\/span> comme <\/span>technique<\/span> capable<\/span> de<\/span> d\u00e9velopper<\/span> la<\/span> capacit\u00e9<\/span> langagi\u00e8re<\/span> des<\/span> individus <\/span>(<\/span>L<\/span>a<\/span>u<\/span>s<\/span>b<\/span>e<\/span>r<\/span>g<\/span> [<\/span>1<\/span>9<\/span>6<\/span>0<\/span>]<\/span>, \u00a71<\/span>–<\/span>11).<\/span><\/p>\n

Persuasion et alignement<\/span><\/h2>\n

Dans<\/span> cette<\/span> perspective,<\/span> se<\/span> d\u00e9gage<\/span> une<\/span> d\u00e9finition<\/span> strictement<\/span> langagi\u00e8re<\/span> de <\/span>la<\/span> p<\/span>e<\/span>rs<\/span>ua<\/span>s<\/span>i<\/span>o<\/span>n<\/span> : tenter de<\/span> p<\/span>e<\/span>rs<\/span>u<\/span>ad<\/span>e<\/span>r<\/span>,<\/span> c<\/span>\u2019<\/span>e<\/span>s<\/span>t<\/span> c<\/span>a<\/span>d<\/span>r<\/span>e<\/span>r<\/span>,<\/span> c<\/span>\u2019<\/span>e<\/span>s<\/span>t<\/span>–<\/span>\u00e0<\/span>–<\/span>d<\/span>i<\/span>r<\/span>e<\/span> t<\/span>e<\/span>n<\/span>t<\/span>e<\/span>r<\/span> d<\/span>\u2019<\/span>in<\/span>s<\/span>cr<\/span>i<\/span>r<\/span>e <\/span>l<\/span>a<\/span> r<\/span>\u00e9<\/span>a<\/span>c<\/span>t<\/span>i<\/span>o<\/span>n<\/span> l<\/span>a<\/span>n<\/span>g<\/span>a<\/span>g<\/span>i<\/span>\u00e8<\/span>r<\/span>e de<\/span> l<\/span>\u2019<\/span>i<\/span>n<\/span>t<\/span>e<\/span>rl<\/span>o<\/span>c<\/span>ut<\/span>e<\/span>u<\/span>r<\/span> da<\/span>n<\/span>s<\/span> une<\/span> s<\/span>u<\/span>i<\/span>te<\/span> conforme au sch\u00e9ma \u00e9bauch\u00e9 dans<\/span> l<\/span>\u2019<\/span>i<\/span>n<\/span>t<\/span>e<\/span>r<\/span>v<\/span>e<\/span>n<\/span>t<\/span>io<\/span>n<\/span> d<\/span>u<\/span> l<\/span>o<\/span>c<\/span>ut<\/span>e<\/span>u<\/span>r<\/span>.<\/span> C<\/span>e<\/span>t<\/span>te suite<\/span> id\u00e9ale<\/span> a<\/span> pour<\/span> caract\u00e9ristique<\/span> majeure <\/span>de<\/span> respecter<\/span> les<\/span> pr\u00e9suppos\u00e9s,<\/span> et<\/span> sans<\/span> doute b<\/span>o<\/span>n<\/span> n<\/span>o<\/span>m<\/span>br<\/span>e<\/span> de<\/span> s<\/span>o<\/span>u<\/span>s<\/span>–<\/span>e<\/span>n<\/span>t<\/span>e<\/span>n<\/span>d<\/span>u<\/span>s <\/span>e<\/span>t<\/span> d<\/span>\u2019<\/span>ap<\/span>p<\/span>o<\/span>r<\/span>t<\/span>e<\/span>r<\/span> d<\/span>e<\/span> nouveaux d\u00e9veloppements<\/span> s<\/span>u<\/span>r<\/span> l<\/span>e<\/span> t<\/span>h<\/span>\u00e8<\/span>m<\/span>e<\/span> d<\/span>o<\/span>n<\/span>n<\/span>\u00e9<\/span>.<\/span> I<\/span>l<\/span> s<\/span>\u2019<\/span>e<\/span>n<\/span>s<\/span>u<\/span>i<\/span>t <\/span>q<\/span>u<\/span>\u2019<\/span>\u00eat<\/span>r<\/span>e<\/span> p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>d<\/span>\u00e9<\/span>,<\/span> c<\/span>\u2019<\/span>e<\/span>st<\/span> s’aligner<\/span>,<\/span> r<\/span>a<\/span>t<\/span>i<\/span>f<\/span>i<\/span>e<\/span>r<\/span> l<\/span>e<\/span> d<\/span>i<\/span>s<\/span>c<\/span>o<\/span>u<\/span>r<\/span>s<\/span> qui vous est adress\u00e9<\/span>, <\/span>r<\/span>e<\/span>s<\/span>pe<\/span>c<\/span>t<\/span>e<\/span>r<\/span> l<\/span>e cadrage<\/span> impos\u00e9<\/span> et <\/span>produire<\/span> des<\/span> interventions<\/span> argumentativement <\/span>co<\/span>orient\u00e9es<\/span> \u00e0<\/span> celles de<\/span> l<\/span>\u2019<\/span>h<\/span>e<\/span>u<\/span>r<\/span>e<\/span>u<\/span>x<\/span> p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>d<\/span>e<\/span>u<\/span>r<\/span>.<\/span> <\/span>O<\/span>n<\/span> e<\/span>x<\/span>t<\/span>er<\/span>n<\/span>a<\/span>l<\/span>i<\/span>s<\/span>e<\/span> a<\/span>in<\/span>si<\/span> l<\/span>a<\/span> n<\/span>o<\/span>t<\/span>io<\/span>n<\/span> de <\/span>p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>s<\/span>io<\/span>n,<\/span> e<\/span>n<\/span> d<\/span>\u2019<\/span>au<\/span>t<\/span>r<\/span>e<\/span>s t<\/span>er<\/span>m<\/span>e<\/span>s<\/span>,<\/span> o<\/span>n<\/span> e<\/span>n<\/span> f<\/span>a<\/span>i<\/span>t<\/span> l<\/span>\u2019<\/span>\u00e9<\/span>c<\/span>o<\/span>n<\/span>o<\/span>m<\/span>i<\/span>e<\/span>.<\/span><\/p>\n

7.<\/span> Persuasion et \u00ab<\/span> colonisation des<\/span> esprits<\/span> \u00bb<\/span><\/span><\/h1>\n

Le mot<\/span> persuasion<\/span><\/em> a une orientation positive.<\/span> T<\/span>ou<\/span>t<\/span>e<\/span> l<\/span>a<\/span> r<\/span>\u00e9<\/span>f<\/span>l<\/span>e<\/span>x<\/span>i<\/span>on<\/span> s<\/span>u<\/span>r<\/span> l<\/span>a <\/span>p<\/span>e<\/span>rs<\/span>ua<\/span>s<\/span>i<\/span>on<\/span> rh<\/span>\u00e9<\/span>to<\/span>r<\/span>i<\/span>q<\/span>u<\/span>e<\/span> e<\/span>s<\/span>t<\/span> g<\/span>u<\/span>i<\/span>d<\/span>\u00e9<\/span>e<\/span> p<\/span>a<\/span>r<\/span> le<\/span> p<\/span>r<\/span>\u00e9<\/span>s<\/span>u<\/span>p<\/span>p<\/span>o<\/span>s<\/span>\u00e9<\/span> q<\/span>u<\/span>e<\/span> l<\/span>\u2019<\/span>\u0153<\/span>u<\/span>v<\/span>r<\/span>e<\/span> de <\/span>p<\/span>e<\/span>rs<\/span>ua<\/span>s<\/span>i<\/span>o<\/span>n<\/span> e<\/span>s<\/span>t<\/span> i<\/span>n<\/span>tr<\/span>in<\/span>s<\/span>\u00e8<\/span>q<\/span>u<\/span>e<\/span>m<\/span>e<\/span>n<\/span>t<\/span> b<\/span>o<\/span>n<\/span>n<\/span>e<\/span>,<\/span> m<\/span>\u00ea<\/span>m<\/span>e<\/span> si<\/span> l<\/span>e<\/span>s<\/span> h<\/span>o<\/span>m<\/span>m<\/span>e<\/span>s<\/span> e<\/span>t<\/span> l<\/span>e<\/span>s<\/span> f<\/span>e<\/span>m<\/span>m<\/span>e<\/span>s <\/span>on<\/span>t<\/span> u<\/span>n<\/span>e<\/span> t<\/span>e<\/span>n<\/span>da<\/span>n<\/span>ce<\/span> f<\/span>\u00e2c<\/span>h<\/span>e<\/span>u<\/span>se<\/span> \u00e0<\/span> f<\/span>a<\/span>i<\/span>r<\/span>e<\/span> u<\/span>n<\/span> m<\/span>a<\/span>u<\/span>v<\/span>a<\/span>i<\/span>s<\/span> u<\/span>sa<\/span>g<\/span>e<\/span> d<\/span>e<\/span>s<\/span> m<\/span>e<\/span>i<\/span>l<\/span>l<\/span>eu<\/span>r<\/span>e<\/span>s<\/span> c<\/span>h<\/span>os<\/span>e<\/span>s<\/span>. <\/span>L<\/span>e<\/span> p<\/span>e<\/span>rs<\/span>u<\/span>ad<\/span>eu<\/span>r<\/span> e<\/span>s<\/span>t<\/span> m<\/span>i<\/span>s<\/span> d<\/span>a<\/span>n<\/span>s<\/span> l<\/span>a<\/span> p<\/span>os<\/span>i<\/span>t<\/span>i<\/span>o<\/span>n<\/span> h<\/span>au<\/span>t<\/span>e<\/span>,<\/span> de l<\/span>\u201c<\/span>h<\/span>o<\/span>m<\/span>m<\/span>e<\/span> d<\/span>e<\/span> bi<\/span>e<\/span>n<\/span>\u201d<\/span>, <\/span>porteur de l’int\u00e9r\u00eat g\u00e9n\u00e9ral<\/span>,<\/span> ar<\/span>i<\/span>st<\/span>o<\/span>c<\/span>r<\/span>at<\/span>e<\/span> d<\/span>e<\/span> l<\/span>a<\/span> p<\/span>a<\/span>rol<\/span>e<\/span>,<\/span> a<\/span>l<\/span>o<\/span>r<\/span>s<\/span> q<\/span>u<\/span>e<\/span> l<\/span>\u2019<\/span>a<\/span>u<\/span>d<\/span>i<\/span>to<\/span>i<\/span>r<\/span>e <\/span>est<\/span> dans<\/span> la<\/span> position<\/span> basse,<\/span> inconsistante,<\/span> de<\/span> ceux<\/span> qui<\/span> ne<\/span> savent<\/span> pas<\/span> trop<\/span>,<\/span> qui <\/span>sont<\/span> incapables<\/span> d<\/span>e mener \u00e0 terme un<\/span> raisonnement<\/span> soutenu<\/span> (<\/span>v<\/span>o<\/span>i<\/span>r<\/span> l<\/span>a <\/span>d<\/span>\u00e9<\/span>f<\/span>i<\/span>n<\/span>i<\/span>t<\/span>io<\/span>n<\/span> d<\/span>i<\/span>te<\/span>\u00a0rh<\/span>\u00e9<\/span>to<\/span>r<\/span>iq<\/span>u<\/span>e<\/span>\u00a0de<\/span> l<\/span>\u2019<\/span>e<\/span>n<\/span>t<\/span>h<\/span>y<\/span>m<\/span>\u00e8<\/span>m<\/span>e<\/span><\/a>)<\/span> n<\/span>i<\/span> de<\/span> d<\/span>\u00e9<\/span>c<\/span>i<\/span>d<\/span>e<\/span>r<\/span> p<\/span>a<\/span>r<\/span> e<\/span>u<\/span>x<\/span>–<\/span>m<\/span>\u00ea<\/span>m<\/span>e<\/span>s<\/span>,<\/span> qui<\/span> risquent de<\/span> s<\/span>e<\/span> l<\/span>a<\/span>i<\/span>ss<\/span>e<\/span>r<\/span>\u00a0m<\/span>a<\/span>n<\/span>i<\/span>p<\/span>u<\/span>l<\/span>e<\/span>r<\/span>,<\/span> et q<\/span>u<\/span>\u2019<\/span>i<\/span>l<\/span> f<\/span>a<\/span>u<\/span>t<\/span> donc<\/span> g<\/span>u<\/span>i<\/span>d<\/span>e<\/span>r<\/span>,<\/span> V<\/span>. <\/span>O<\/span>r<\/span>a<\/span>t<\/span>e<\/span>u<\/span>r \u2014 Auditoire.<\/span><\/a><\/p>\n

Dans les domaines<\/span> religieux<\/span> et<\/span> politique<\/span> ,<\/span> la<\/span> persuasion<\/span> est<\/span> le<\/span> nom<\/span> d\u00e9cent<\/span> du pr\u00eache et de<\/span> la <\/span>propagande<\/span> ;<\/span> convertisseurs<\/span> et<\/span> propagandistes<\/span>\u00a0se<\/span> veulent<\/span> \u00e9galement <\/span>\u201chommes<\/span> de<\/span> bien\u201d<\/span> d\u00e9sireux de<\/span> p<\/span>e<\/span>r<\/span>s<\/span>u<\/span>a<\/span>d<\/span>e<\/span>r<\/span>.<\/span> \u00c0<\/span> l<\/span>\u2019<\/span>\u00e9<\/span>po<\/span>que<\/span> m<\/span>\u00ea<\/span>m<\/span>e<\/span> d<\/span>u<\/span> T<\/span>r<\/span>ai<\/span>t<\/span>\u00e9<\/span><\/em>, <\/span>Do<\/span>m<\/span>e<\/span>n<\/span>ac<\/span>h<\/span> a<\/span>t<\/span>t<\/span>r<\/span>ib<\/span>u<\/span>e<\/span>\u00a0\u00e0<\/span> l<\/span>a<\/span> pro<\/span>p<\/span>ag<\/span>a<\/span>n<\/span>de<\/span> l<\/span>a fonction<\/span> de<\/span> \u00ab<\/span> cr\u00e9er,<\/span> transformer<\/span> ou <\/span>confirmer<\/span> des<\/span> opinions<\/span> \u00bb<\/span> ([1950],<\/span> p.<\/span> 8),<\/span> la fonction m\u00eame que<\/span> l<\/span>a<\/span> N<\/span>o<\/span>uv<\/span>e<\/span>l<\/span>l<\/span>e <\/span>r<\/span>h\u00e9<\/span>t<\/span>o<\/span>r<\/span>i<\/span>q<\/span>u<\/span>e<\/span><\/em> attribue \u00e0 l’argumentation, V. Manipulation.<\/a>
\n<\/span><\/span><\/p>\n

P<\/span>e<\/span>r<\/span>s<\/span>u<\/span>ad<\/span>e<\/span>r<\/span>,<\/span> c<\/span>\u2019<\/span>e<\/span>s<\/span>t<\/span> co<\/span>nv<\/span>er<\/span>t<\/span>i<\/span>r<\/span> o<\/span>u<\/span> \u00ab<\/span> c<\/span>olo<\/span>n<\/span>i<\/span>s<\/span>e<\/span>r<\/span> l<\/span>e<\/span>s<\/span> e<\/span>s<\/span>p<\/span>r<\/span>i<\/span>t<\/span>s<\/span> \u00bb<\/span>,<\/span> s<\/span>e<\/span>lo<\/span>n<\/span> l<\/span>\u2019<\/span>e<\/span>x<\/span>p<\/span>r<\/span>e<\/span>s<\/span>s<\/span>io<\/span>n<\/span> de<\/span> M<\/span>argaret <\/span>M<\/span>e<\/span>ad (Dascal<\/span> 2009),<\/span> pour<\/span> les<\/span> sauver<\/span> de<\/span> quelque<\/span> mal<\/span> et<\/span> les<\/span> orienter<\/span> vers <\/span>quelque<\/span> bien dont<\/span> ils<\/span> ne<\/span> sont<\/span> ni<\/span> persuad\u00e9s<\/span> ni<\/span> convaincus.<\/span> Pas<\/span> plus<\/span> que<\/span> de <\/span>juges<\/span> et<\/span> de<\/span> tribunaux,<\/span> l<\/span>e<\/span>s<\/span> d<\/span>i<\/span>c<\/span>t<\/span>a<\/span>t<\/span>u<\/span>r<\/span>e<\/span>s<\/span> e<\/span>t<\/span> l<\/span>e<\/span>s<\/span> i<\/span>n<\/span>t<\/span>\u00e9<\/span>g<\/span>r<\/span>i<\/span>s<\/span>m<\/span>e<\/span>s<\/span> n<\/span>\u2019<\/span>on<\/span>t<\/span> j<\/span>a<\/span>m<\/span>a<\/span>i<\/span>s<\/span> m<\/span>a<\/span>n<\/span>qu\u00e9 <\/span>de<\/span> p<\/span>e<\/span>r<\/span>s<\/span>uade<\/span>ur<\/span>s<\/span>.<\/span> V<\/span>.<\/span> D<\/span>i<\/span>s<\/span>s<\/span>e<\/span>n<\/span>su<\/span>s<\/span><\/a>.<\/span><\/p>\n

On peut r\u00e9pondre \u00e0 ce discours<\/span> contre la persuasion<\/span> qu’il y<\/span> a<\/span> plusieurs <\/span>diff\u00e9rences essentielles entre argumentation et propagande<\/span>.<\/span>
\u2014 D’une part, l’argumentation est une activit\u00e9<\/span><\/span> critique<\/span>,<\/span> qui suppose un <\/span>dialogue entre partenaires en principe \u00e9gaux<\/span> ;<\/span> encore faut<\/span>–<\/span>il que leurs <\/span>droits politiques et humains et leur s\u00e9curit\u00e9 soient<\/span> assur\u00e9s et qu’ils <\/span>disposent du temps n\u00e9cessaire \u00e0 la r\u00e9flexion et \u00e0 la discussion.
\n<\/span>\u2014 L<\/span>‘argumentation est par nature<\/span> ouvert<\/span>e<\/span>.<\/span> L<\/span>‘intention persuasive s’avoue <\/span>comme telle, alors que l’influence exerc\u00e9e par la propagande est infra<\/span>consciente, et<\/span> se dissimule<\/span> pour para\u00eetre refl\u00e9ter la nature des choses. La <\/span>propagande est diffuse et<\/span> lancinante<\/span>. <\/span>Elle<\/span> met<\/span> en<\/span> \u0153uvre<\/span> tous<\/span> les<\/span> moyens,<\/span> y<\/span> compris <\/span>l’argumentation. Bien au<\/span>–<\/span>del\u00e0 du langage, elle a recours \u00e0 la suggestion, <\/span>la th\u00e9\u00e2tralisation, la ritualisation, et<\/span> s’articule bien avec l’action violente, <\/span>V. Probable \u00a73<\/a><\/span>.<\/span><\/p>\n

8. Argumenter dans une structure<\/span> d\u2019\u00e9change<\/span><\/span><\/h1>\n

La<\/span> t<\/span>h<\/span>\u00e9<\/span>o<\/span>r<\/span>i<\/span>e<\/span> d<\/span>e<\/span> l<\/span>a<\/span> p<\/span>e<\/span>rs<\/span>u<\/span>a<\/span>s<\/span>io<\/span>n<\/span> rh<\/span>\u00e9<\/span>to<\/span>r<\/span>i<\/span>qu<\/span>e<\/span> e<\/span>s<\/span>t<\/span> d<\/span>i<\/span>s<\/span>c<\/span>u<\/span>t<\/span>\u00e9e<\/span> d<\/span>a<\/span>ns<\/span> l<\/span>e<\/span> c<\/span>a<\/span>d<\/span>r<\/span>e<\/span> d<\/span>\u2019<\/span>u<\/span>n<\/span>e <\/span>i<\/span>n<\/span>t<\/span>e<\/span>ra<\/span>ct<\/span>io<\/span>n orateur-aditoire<\/span> sa<\/span>ns<\/span> s<\/span>tr<\/span>u<\/span>ct<\/span>u<\/span>r<\/span>e<\/span> d<\/span>\u2019<\/span>\u00e9<\/span>ch<\/span>a<\/span>n<\/span>g<\/span><\/em>e<\/em>,<\/span> c<\/span>e<\/span> q<\/span>u<\/span>i<\/span> e<\/span>x<\/span>p<\/span>l<\/span>iq<\/span>u<\/span>e<\/span> l<\/span>e<\/span> r\u00f4l<\/span>e<\/span> e<\/span>ss<\/span>e<\/span>n<\/span>t<\/span>i<\/span>e<\/span>l<\/span>l<\/span>e<\/span>m<\/span>e<\/span>n<\/span>t <\/span>p<\/span>a<\/span>s<\/span>s<\/span>i<\/span>f<\/span> a<\/span>t<\/span>tr<\/span>ib<\/span>u<\/span>\u00e9<\/span> \u00e0<\/span> l<\/span>\u2019<\/span>au<\/span>d<\/span>i<\/span>to<\/span>i<\/span>r<\/span>e.<\/span><\/p>\n

L\u2019<\/span>a<\/span>r<\/span>g<\/span>u<\/span>m<\/span>e<\/span>n<\/span>t<\/span>a<\/span>t<\/span>i<\/span>o<\/span>n<\/span> d<\/span>i<\/span>a<\/span>l<\/span>e<\/span>c<\/span>t<\/span>i<\/span>q<\/span>u<\/span>e<\/span><\/strong> :<\/span> r<\/span>\u00e9<\/span>d<\/span>u<\/span>i<\/span>r<\/span>e<\/span> l<\/span>a<\/span> d<\/span>i<\/span>v<\/span>e<\/span>rs<\/span>i<\/span>t\u00e9<\/span> d<\/span>e<\/span>s<\/span> p<\/span>os<\/span>i<\/span>t<\/span>i<\/span>o<\/span>n<\/span>s<\/span><\/span><\/h2>\n

L<\/span>a<\/span> p<\/span>ra<\/span>g<\/span>m<\/span>a<\/span>–<\/span>d<\/span>i<\/span>a<\/span>l<\/span>e<\/span>ct<\/span>i<\/span>que<\/span> p<\/span>a<\/span>r<\/span>t<\/span> n<\/span>o<\/span>n<\/span> p<\/span>a<\/span>s<\/span> d<\/span>\u2019<\/span>u<\/span>n<\/span>e<\/span> op<\/span>i<\/span>n<\/span>io<\/span>n<\/span> \u00e0<\/span> t<\/span>r<\/span>a<\/span>n<\/span>s<\/span>m<\/span>e<\/span>t<\/span>t<\/span>r<\/span>e<\/span>,<\/span> m<\/span>a<\/span>i<\/span>s <\/span>d<\/span>\u2019<\/span>u<\/span>n<\/span>e<\/span> d<\/span>i<\/span>f<\/span>f<\/span>\u00e9<\/span>r<\/span>e<\/span>n<\/span>c<\/span>e<\/span> d<\/span>\u2019<\/span>op<\/span>i<\/span>n<\/span>io<\/span>n, qui<\/span> accorde<\/span> \u00e0<\/span> chaque<\/span> opinion<\/span> une<\/span> \u00e9gale<\/span> dignit\u00e9 <\/span>de<\/span> principe,<\/span> le<\/span> but<\/span> final<\/span> \u00e9tant<\/span> de<\/span> r<\/span>\u00e9<\/span>d<\/span>u<\/span>i<\/span>r<\/span>e<\/span> c<\/span>e<\/span>t<\/span>te<\/span> d<\/span>i<\/span>f<\/span>f<\/span>\u00e9<\/span>r<\/span>e<\/span>n<\/span>c<\/span>e<\/span>.<\/span> E<\/span>l<\/span>l<\/span>e<\/span> \u00ab<\/span> p<\/span>r<\/span>e<\/span>n<\/span>d<\/span> p<\/span>o<\/span>u<\/span>r <\/span>o<\/span>b<\/span>j<\/span>e<\/span>t<\/span> l<\/span>a<\/span> r<\/span>\u00e9<\/span>s<\/span>ol<\/span>u<\/span>t<\/span>io<\/span>n<\/span> d<\/span>e<\/span>s<\/span> d<\/span>i<\/span>v<\/span>e<\/span>r<\/span>g<\/span>e<\/span>n<\/span>c<\/span>e<\/span>s<\/span> d<\/span>\u2019<\/span>op<\/span>i<\/span>nions<\/span> par<\/span> le<\/span> moyen<\/span> du<\/span> discours <\/span>argumentatif<\/span> \u00bb<\/span> <\/span>(van Eemeren<\/span> &<\/span> Grootendorst<\/span> 1992,<\/span> p.<\/span> 18).<\/span> E<\/span>l<\/span>l<\/span>e o<\/span>u<\/span>v<\/span>r<\/span>e au <\/span>m<\/span>a<\/span>x<\/span>i<\/span>m<\/span>u<\/span>m<\/span>,<\/span> da<\/span>n<\/span>s<\/span> s<\/span>a<\/span> r<\/span>\u00e8g<\/span>l<\/span>e<\/span> 1<\/span> l<\/span>\u2019<\/span>e<\/span>sp<\/span>a<\/span>c<\/span>e du<\/span> d<\/span>\u00e9<\/span>b<\/span>a<\/span>t<\/span> e<\/span>t<\/span> d<\/span>e<\/span> l<\/span>a c<\/span>on<\/span>t<\/span>r<\/span>o<\/span>v<\/span>e<\/span>rs<\/span>e :<\/span><\/p>\n

L<\/span>i<\/span>b<\/span>er<\/span>t<\/span>\u00e9<\/span> <\/em>\u2013<\/span> Le<\/span>s<\/span> p<\/span>a<\/span>rt<\/span>i<\/span>e<\/span>s<\/span> n<\/span>e<\/span> d<\/span>oi<\/span>v<\/span>e<\/span>n<\/span>t<\/span> p<\/span>a<\/span>s<\/span> f<\/span>a<\/span>i<\/span>r<\/span>e<\/span> obs<\/span>t<\/span>a<\/span>c<\/span>l<\/span>e<\/span> \u00e0<\/span> l<\/span>a<\/span> l<\/span>ib<\/span>r<\/span>e<\/span> e<\/span>x<\/span>p<\/span>r<\/span>e<\/span>s<\/span>s<\/span>io<\/span>n<\/span> d<\/span>e<\/span>s <\/span>p<\/span>o<\/span>i<\/span>n<\/span>t<\/span>s de<\/span> vue<\/span> ou<\/span> \u00e0<\/span> leur<\/span> mise<\/span> en<\/span> doute<\/span>.<\/span><\/span>
Eemeren,<\/span> Grootendorst,<\/span> Snoeck<\/span> Henkemans<\/span> 2002, p.<\/span>182<\/span>–<\/span>183<\/span><\/span><\/p>\n

Elle<\/span> se<\/span> propose<\/span> de<\/span> parvenir \u00e0 un<\/span> consensus<\/span> rationnel,<\/span> par<\/span> \u00e9limination<\/span> du <\/span>doute<\/span> ou<\/span> du<\/span> point<\/span> de<\/span> vue<\/span> mis<\/span> en<\/span> <\/span>doute<\/span>.<\/span> Cette<\/span> r\u00e9solution<\/span> se<\/span> fait<\/span> par <\/span>\u00e9limination<\/span> de l’opinion qui n’a pas \u00e9t\u00e9 d\u00e9fendue de fa\u00e7on concluante<\/span> :<\/span><\/p>\n

C<\/span>l<\/span>\u00f4<\/span>ture<\/span> <\/em>\u2014<\/span> si<\/span> u<\/span>n<\/span> p<\/span>o<\/span>i<\/span>n<\/span>t<\/span> de<\/span> v<\/span>ue<\/span> n<\/span>\u2019<\/span>a<\/span> p<\/span>a<\/span>s<\/span> \u00e9<\/span>t\u00e9<\/span> d<\/span>\u00e9<\/span>f<\/span>e<\/span>n<\/span>d<\/span>u<\/span> de<\/span> f<\/span>a<\/span>\u00e7o<\/span>n<\/span> c<\/span>on<\/span>c<\/span>l<\/span>u<\/span>a<\/span>n<\/span>t<\/span>e<\/span>, <\/span><\/span>ce<\/span>l<\/span>u<\/span>i qui<\/span> l\u2019a<\/span> avanc\u00e9<\/span> doit<\/span> le<\/span> retirer.<\/span> Si<\/span> un<\/span> point<\/span> de<\/span> vue<\/span> a<\/span> \u00e9t\u00e9<\/span> d\u00e9fendu<\/span> de<\/span> fa\u00e7on <\/span><\/span>concluante,<\/span> l<\/span>\u2019<\/span>au<\/span>t<\/span>r<\/span>e<\/span> p<\/span>a<\/span>r<\/span>t<\/span>i<\/span>e<\/span> do<\/span>i<\/span>t<\/span> r<\/span>e<\/span>t<\/span>i<\/span>r<\/span>e<\/span>r<\/span> l<\/span>e<\/span>s<\/span> dou<\/span>t<\/span>e<\/span>s<\/span> q<\/span>u<\/span>\u2019<\/span>i<\/span>l<\/span> a<\/span>v<\/span>a<\/span>i<\/span>t<\/span> \u00e9m<\/span>i<\/span>s<\/span> v<\/span>i<\/span>s<\/span>–<\/span>\u00e0<\/span>–<\/span>v<\/span>i<\/span>s<\/span> de <\/span><\/span>ce<\/span> p<\/span>o<\/span>i<\/span>n<\/span>t<\/span> de<\/span> v<\/span>u<\/span>e.<\/span> (<\/span>I<\/span>bi<\/span>d<\/span><\/em>.<\/span>)<\/span><\/span><\/p>\n

Ces op\u00e9rations doivent conduire \u00e0 un consensus soit sur l\u2019opinion, soit sur <\/span>son retrait de l\u2019interaction actuelle, sinon de l\u2019esprit de l\u2019autre, du moins <\/span>de l’interaction actuelle. La persuasion pragma<\/span><\/span>–<\/span>dialectique<\/span> valide l’opinion <\/span>qui a soutenu l’\u00e9preuve d<\/span>u feu de la critique.<\/span><\/span><\/p>\n

Approches interactionnelles<\/span> : combiner les positions<\/span><\/span><\/h2>\n
\n

[1]<\/span> L<\/span>e<\/span>s<\/span> Ca<\/span>r<\/span>ac<\/span>t<\/span>\u00e8<\/span>r<\/span>e<\/span>s<\/span> o<\/span>u<\/span> l<\/span>e<\/span>s m\u0153urs<\/span> de<\/span> ce<\/span> si\u00e8cle<\/span><\/em> [1688].<\/span> In<\/span> \u0152uvres<\/span> compl\u00e8tes<\/span><\/em>.<\/span> Texte<\/span> \u00e9tabli<\/span> et<\/span> annot\u00e9 par<\/span> J.<\/span> Benda, <\/span>Paris,<\/span> Gallimard,<\/span> 1951.<\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

PERSUASION La rh\u00e9torique est associ\u00e9e \u00e0 l’entreprise de persuasion par le langage, produisant une croyance et une disposition \u00e0 l’action. Cette d\u00e9finition courante ne doit pas faire oublier, d’une part, qu’\u00e0 l’\u00e9poque moderne la rh\u00e9torique n’a pas le monopole de l’\u00e9tude de la persuasion, et que, d\u00e9finie comme un art de bien dire, elle a […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-8462","post","type-post","status-publish","format-standard","hentry","category-non-classe"],"_links":{"self":[{"href":"https:\/\/icar.cnrs.fr\/dicoplantin\/wp-json\/wp\/v2\/posts\/8462","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/icar.cnrs.fr\/dicoplantin\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/icar.cnrs.fr\/dicoplantin\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/icar.cnrs.fr\/dicoplantin\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/icar.cnrs.fr\/dicoplantin\/wp-json\/wp\/v2\/comments?post=8462"}],"version-history":[{"count":22,"href":"https:\/\/icar.cnrs.fr\/dicoplantin\/wp-json\/wp\/v2\/posts\/8462\/revisions"}],"predecessor-version":[{"id":12447,"href":"https:\/\/icar.cnrs.fr\/dicoplantin\/wp-json\/wp\/v2\/posts\/8462\/revisions\/12447"}],"wp:attachment":[{"href":"https:\/\/icar.cnrs.fr\/dicoplantin\/wp-json\/wp\/v2\/media?parent=8462"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/icar.cnrs.fr\/dicoplantin\/wp-json\/wp\/v2\/categories?post=8462"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/icar.cnrs.fr\/dicoplantin\/wp-json\/wp\/v2\/tags?post=8462"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}

Les<\/span> approches<\/span> interactionnelles<\/span> de<\/span> l’argumentation<\/span> s<\/span>\u2019<\/span>o<\/span>r<\/span>i<\/span>e<\/span>n<\/span>t<\/span>e<\/span>n<\/span>t<\/span> v<\/span>e<\/span>r<\/span>s<\/span> u<\/span>n<\/span>e <\/span>d<\/span>i<\/span>r<\/span>e<\/span>ct<\/span>io<\/span>n<\/span> d<\/span>i<\/span>f<\/span>f<\/span>\u00e9r<\/span>e<\/span>n<\/span>t<\/span>e<\/span>,<\/span> c<\/span>e<\/span>l<\/span>l<\/span>e<\/span> d<\/span>e<\/span> l<\/span>a<\/span> co<\/span>c<\/span>o<\/span>n<\/span>s<\/span>t<\/span>r<\/span>u<\/span>ct<\/span>io<\/span>n<\/span> d<\/span>e<\/span>s<\/span> positions,<\/span><\/span> qui substitue <\/span>l’effort de coop\u00e9ration \u00e0 l’effort de persuasion<\/span>, et renonce \u00e0 l’id\u00e9e que l’autre <\/span>point de vue peut \/ doit \u00eatre \u00e9limin\u00e9. <\/span>La<\/span> t<\/span>h<\/span>\u00e8<\/span>s<\/span>e<\/span> q<\/span>u<\/span>e<\/span> l<\/span>\u2019<\/span>o<\/span>n<\/span> pro<\/span>pos<\/span>e<\/span> \u00e0<\/span> l<\/span>\u2019<\/span>a<\/span>s<\/span>s<\/span>e<\/span>n<\/span>t<\/span>i<\/span>m<\/span>e<\/span>n<\/span>t<\/span> de<\/span> l’interlocuteur<\/span> pe<\/span>ut<\/span> s<\/span>o<\/span>rt<\/span>i<\/span>r <\/span>pro<\/span>f<\/span>o<\/span>n<\/span>d<\/span>\u00e9<\/span>m<\/span>e<\/span>n<\/span>t<\/span> t<\/span>r<\/span>a<\/span>n<\/span>s<\/span>f<\/span>o<\/span>r<\/span>m<\/span>\u00e9<\/span>e<\/span> de<\/span> l<\/span>a<\/span> r<\/span>e<\/span>n<\/span>c<\/span>on<\/span>t<\/span>r<\/span>e<\/span>.<\/span> <\/span>Mieux que par \u00e9limination des <\/span>diff\u00e9rences,<\/span> l<\/span>e consensus<\/span> peut<\/span> \u00eatre<\/span> obtenu<\/span> par<\/span> fusion<\/span> des<\/span> points<\/span> de<\/span> vue<\/span> primitifs<\/span> ou <\/span>par<\/span> co<\/span>construc<\/span>t<\/span>io<\/span>n<\/span> d<\/span>\u2019<\/span>u<\/span>ne nouvelle argumentation produisant un nouveau point <\/span>de vue<\/span>.<\/span> E<\/span>n<\/span> s<\/span>o<\/span>m<\/span>m<\/span>e<\/span>,<\/span> l<\/span>e<\/span>s<\/span> i<\/span>n<\/span>t<\/span>e<\/span>ra<\/span>c<\/span>t<\/span>a<\/span>n<\/span>t<\/span>s<\/span> s<\/span>e<\/span> c<\/span>om<\/span>p<\/span>o<\/span>r<\/span>t<\/span>e<\/span>n<\/span>t<\/span> c<\/span>o<\/span>m<\/span>m<\/span>e<\/span> d<\/span>e<\/span>s<\/span> d<\/span>i<\/span>a<\/span>lecticiens <\/span>\u00e9volutionnistes<\/span> h\u00e9g\u00e9liens<\/span> proc\u00e9dant<\/span> par<\/span> synth\u00e8se<\/span> des<\/span> positions<\/span> en<\/span> pr\u00e9sence, et<\/span> non <\/span>pas <\/span>comme <\/span>des <\/span>dialecticiens <\/span>aristot\u00e9liciens,<\/span> qui <\/span>avancent<\/span> par <\/span>\u00e9limination <\/span>du<\/span> f<\/span>a<\/span>u<\/span>x<\/span>,<\/span> V<\/span>.<\/span> D<\/span>i<\/span>a<\/span>l<\/span>e<\/span>c<\/span>t<\/span>iq<\/span>u<\/span>e<\/span><\/a>.<\/span><\/p>\n