The role and importance of persuasion in negotiation

Question 1

Persuasion

Answer 1

The presentation of arguments and supporting evidence to get others to adopt a new behavior or belief.

Question 2

PROCESS FOR EFFECTIVE PERSUASION

Answer 2

Understand others’ motivations and needs
Establish credibility
Frame for common ground
Engage in joint problem solving
Support preferred outcome with logic and reasoning
Reinforce with appeal to emotions and basic instincts

Question 3

Understand others’ motivations and needs

Answer 3

Listen actively and check for understanding

Question 4

Establish credibility

Answer 4

Positive impression or appearance, Expertise, Trustworthiness, Composure

Question 5

Frame for common ground

Answer 5

1- perspective we would like the other party to consider.
2- open-minded way for alternatives and ideas to be compared and contrasted.
3- logical structure by which decisions can be made.

Question 6

Reinforce with an Appeal to Emotions and Basic Instincts

Answer 6

Reciprocity/obligation, Scarcity and Consensus/social proof

Question 7

Reciprocity/obligation

Answer 7

In general, people want to, or feel obligated to, repay favors and kindness

Question 8

Scarcity

Answer 8

People are more motivated to go after that which they perceive is scarce.

Question 9

Consensus/social proof

Answer 9

People often decide what to do based on what they see others doing.

Question 10

cognitive dissonance

Answer 10

to explain the tension that exists when individuals’ beliefs do not align with their behaviors.

Question 11

inoculation theory

Answer 11

A theory in persuasion that holds that persuaders can be more effective when they anticipate potential objections and address them before they
arise.

Question 12

ACE Theory

Answer 12

A theory in persuasion that holds that people use three criteria (appropriateness, consistency, and effectiveness) to determine whether to respond
to a persuader’s arguments.

Question 13

STRATEGIES FOR EFFECTIVE PERSUASION

Answer 13

Ask for a favor
Push for stereotyped response
Consider the effect of the context
Consider the effect of timing

Question 14

Ask for a favor

Answer 14

That is, you’ve given, and given generously, and instead of directly asking him to pay his debt, you instead ask for a favor.

Question 15

Push for stereotyped response

Answer 15

Every language has its share of proverbs and
idioms. Whether true or perceived to be true, these responses often come without a need to expend extensive cognitive energy

Question 16

Consider the effect of the context

Answer 16

Many people will pay more for the same or similar item depending on where they purchase it.

Question 17

manipulation or coercion

Answer 17

convincing people to agree to something that is not in their best interest or anything they would ever do without the influence of the persuader.

Question 18

To defend yourself against manipulation:

Answer 18

● Be clear on your convictions and why you hold them.
● Think substance, not appearance.
● Doubt the truth of what’s being said.
● Know the source.
● Consider the needs of others besides yourself.