Dalla referenza alla relazione: analisi interlocutoria di un uso competitivo della parola scambiata - The paper begins from the consideration that the speech is a form of social action. The present study aims at showing as in all conversations is impossible to separate cognitive-representational aspects from social-relational aspects of the speech, because the relationship is very important to get into communication with people. In specific contexts, full of symbolic aspects, relational aspects are the basis of the contract communication, and represent the real ‘stake in game’. In a situation of political discussion, enlarged by the television mediation, the interaction is strategically oriented to persuasive and competitive purposed. In this study, the method of Conversations Analysis shows the most frequent strategies of the speech competitive use. In particular, the most frequent strategy consist of attacking the preparatory conditions and the sincerity conditions of speech acts accomplished by interlocutor, to attack his face and so to attack him as a person.