Moves others from one view or course of action to another, more desirable one through compelling arguments or emotional appeals Goal – private acceptance • Person chooses to adopt a
Trang 1Chapter 6
Trang 2 Persuasion Defined
How to Persuade
Negotiating the Agenda
Opening Stance
Agenda Framing
Trang 3 Moves others from one view or course
of action to another, more desirable one through compelling arguments or emotional appeals
Goal – private acceptance
• Person chooses to adopt a new view or take a different course of action
Trang 4Step 1: Establish the agenda
• Begin with secondary or possibly irrelevant issues
to obtain early agreement and establish a
positive problem-solving atmosphere
• Lead with agreement agenda when conflict is
anticipated and fear relationship might be
damaged
• Lead with most challenging issue when confident you can handle the conflict
Trang 5Step 2: Identify order of critical points
concede
hold firm
an earlier agreement
likelihood of obtaining agreement (e.g
staircase of agreement to subsequent issues)
Trang 6Step 3: Plan wording
Important to plan exactly what will be said and how each issue will be
introduced
Trang 7Step 4: Allocate time to issues
Identify the amount of time allocated for the entire negotiation
Allocate time to issues
Identify when you might move on if success isn’t achieved
Don’t spend too much time on minor issues that you fail to discuss major issues
Trang 8Negotiating the Agenda
Review agenda – “draft” or “suggested” and obtain cooperation of your
counterpart
Avoid confrontation over the agenda
Invite revisions if you anticipate some oppositions to the agenda
Stay flexible
Trang 9Opening Stance
Conveys your initial position or attitude
in the negotiation
Depends upon the stance of the other side
Prepare for a variety of stances through if-then scenarios
Prepare both verbal & non-verbal
behavior
Trang 10Agenda Framing
negotiators present options to influence their counterpart’s choices
frames and prepare in advance
frames