res see ▁in ▁the ▁argument ative ▁situation . ▁The ▁cogn itive ▁environment , ▁as ▁the ▁space ▁in ▁which ▁conv iction ▁is ▁experienced ▁and ▁then ▁personal ized ▁in ▁persu asion , ▁has ▁been ▁developed ▁in ▁the ▁work ▁since ▁the ▁mid - n inet ies , ▁cul min ating ▁in ▁the ▁replacement ▁of ▁Per el man ' s ▁not orious ▁universal ▁audience ▁with ▁this ▁idea . ▁This ▁in ▁turn ▁has ▁allowed ▁for ▁traditional ▁r het or ical ▁concepts ▁like ▁presence ▁and ▁eth os ▁to ▁be ▁re im ag ined ▁as ▁important ▁contemporary ▁ideas . ▁Such ▁r het or ical ▁devices ▁are ▁developed ▁as ▁a ▁means ▁of ▁eng aging ▁an ▁audience ' s ▁rational ity ▁as ▁well ▁as ▁referring ▁to ▁the ▁specific ▁interests ▁or ▁des ires ▁of ▁that ▁audience . ▁His ▁practical ▁work ▁is ▁reflected ▁in ▁text books ▁that ▁translate ▁state - of - the - art ▁research ▁so ▁as ▁to ▁inform ▁the ▁practice ▁of ▁every day ▁reasoning . ▁This ▁is ▁to ▁be ▁seen ▁in ▁the ▁Oxford ▁text book ▁( co - author ed ▁with ▁Leo ▁Gro ar ke ) ▁in ▁its ▁fifth ▁edition , ▁the ▁work ▁on ▁f alla cies ▁( 2 0 0 7 ), ▁and ▁the ▁original ▁German ▁text ▁( 2 0 1 3 ) ▁that ▁is ▁the ▁first ▁in ▁that ▁language ▁to ▁integrate ▁logical ▁and ▁r het or ical ▁features ▁of ▁argument ation . ▁A ▁further ▁dimension ▁of ▁the ▁practical ▁side ▁of ▁his ▁work ▁has ▁been ▁the ▁exam ination ▁of ▁conflict ▁resolution ▁strateg ies , ▁leading ▁to ▁current ▁work ▁which ▁applies ▁the