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I think that Saruman genuinely believed he could get Gandalf 'on side', and that he was somewhat taken unawares when Gandalf challenged his behaviour. Saruman had become so convinced that he was taking the right path, that he had found a solution to the problem he was trying to solve that he became blinded to what was going an around him, as seen in his surprise at the actions of the Ents.
Which leads me on to what I was going to say...
The difference between Gandalf and Saruman provides an important lesson in Tolkien's world. Gandalf has entered into service while Saruman seeks power. Drawing an analogy from something I know about myself, Gandalf behaves as a civil servant ought to, accepting a role and carrying out the orders from above that he is given, without bringing his own agenda to what he does. He acts without prejudice. Saruman on the other hand exploits the position he has been given. Instead of doing what he has been instructed to do, he goes beyond his brief and in so doing, acts upon his own agenda.
Gandalf in this respect is similar to Frodo, who also accepts a task he is given and enters into service. Both display behaviour which defines the word.
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Gordon's alive!
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