Chapter 11 The Persuasive Interview: The Persuadee Slide 1
Jan 15, 2016
Chapter 11The Persuasive Interview: The
Persuadee
Slide 1
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Chapter Summary
Be a Responsible Participant Be an Informed Participant Be an Active Participant Summary
© 2009 The McGraw-Hill Companies, Inc. All rights reserved.
Be a Responsible Participant
• Both parties share ethical responsibilities
• Be honest
• Be fair
• Be skeptical
• Be thoughtful and deliberate in judgment
• Be open-minded
• Be responsive
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Be an Informed Participant
Psychological Strategies Standard/Learned Principles: We may act
automatically during persuasive interviews Contrast Principle: Look for real differences Rule of Reciprocation: We feel obligated to
return favors Reciprocal Concessions: One concession
deserves another, or not Rejection then Retreat strategy: Persuaders
may ask for a lot and settle for less
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Be an Informed Participant
Language Strategies Seek the meaning of symbols
1. Framing and Reframing The use of language to frame or construct the way we see
people, places, things, and objects.
2. Appealing to people For many, majority rules Persuaders use the bandwagon tactic when they urge
others to follow the crowd.
3. Simplifying the Complex4. Dodging the Issue
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Be an Informed Participant
Logical Strategies The ways persuaders attempt to reason with us:
1. Reasoning from example or generalization
2. Reasoning from cause-to-effect
3. Reasoning from fact or hypothesis
4. Reasoning from sign
5. Reasoning from analogy or comparison
6. Reasoning from accepted belief, assumption, or proposition
7. Reasoning from condition
8. Reasoning from two choices
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Be an Informed Participant
Evidence Assess the reliability and expertise of sources. Insist on both quantity and quality of evidence.
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Be an Active Participant
The Opening Be an active and critical player in the interview. Play an active role in the opening because it
initiates the persuasive process.
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Be an Active Participant
Creating a Need or Desire Ask questions, challenge arguments, and demand
solid evidence.
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Be an Active Participant
Establishing Criteria Criteria enable you to weigh evidence.
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Be an Active Participant
Presenting the Solution Be sure the solution meets the need and is the
best available
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Be an Active Participant
The Closing Take your time when making a final decision
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Summary
Good persuasive interviews involve the interviewee as responsible, informed, critical, and active participant who plays a central role.
It is a mutual activity in which both parties play active and critical roles.
Interviews are a chance for the interviewee to act ethically, listen critically, raise important objections, and recognize common tactics for what they are.