COMM 301 Quiz 1 Outline

COMM 301 Quiz 1 Outline - Art of Woo Chapter 1 How Woo...

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Art of Woo Chapter 1 How Woo Works: The Four Steps Relationship based persuasion follows a distinctive, repeatable four-step process that you can master to achieve your influence goals. Step 1: Survey Your Situation -This step requires you to see yourself, your ideas, your goals and challenges with crystal clarity. -This means forging and polishing your idea -Mapping the decision process you face by understanding the social networks within an organization -Assessing your persuasion styles -Confirming your own level of passion for the proposal Step 2: Confront the Five Barriers This step focuses on considering the obstacles that pose the greatest risk to a successful influence encounter There five barriers include, 1.) Relationships: How will the other person view your relationship with him or her? 2.) Credibility : Will the other person view you as credible and competent? 3.) Communication Mismatches: What is your audience’s preferred style or channel of communication 4.) Belief Systems: Position your ideas consistent with your audience’s important beliefs Step 3: Make your pitch -Present solid evidence and arguments -Use devices to give your idea a personal touch such as power point Step 4: Secure your commitments -Just because a decision maker says yes to your proposal does not mean your job is over. -Deal with politics at the both the individual level and within the organization Chapter 2 Start With You: Persuasion Styles -To Understand Others, Start with Yourself -Being able to get outside of your own mind frame of reference and see situations from other people’s standpoints -i.e. Lincoln selling his idea to Seward -Cognitive Perceptive Talking Ability to get the other person’s point of view and see things from that person’s angle as well as your own -Perceptive Taking Ability -the gift of seeing something as an opponent might see it -i.e. General in a war -cognitive insight and empathy -trying to feel what others feel and see what others see -Persuasion -trying to win people over, not defeat them -ability to see and feel things from audiences perspectives is critically important -The Six Channels of Persuasion 1- Interest-Based Persuasion -You are engaged in interest based persuasion whenever you pitch your idea as addressing the other party’s underlying needs 2- Authority
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-You are using authority based persuasion whenever you appeal to your formal position or authoritative rules or policies as means of getting others to agree with your proposal 3- Politics -You are using the political persuasion channel whenever you acknowledge that appearances may be as important as substance in your idea selling strategy, work through coalitions and alliances, or make use of back channels and lobbying 4- Rationality -Trying to influence someone’s attitudes, beliefs, or actions by offering reasons and/or evidence to justify a proposal on its merits 5- Inspiration and Emotion
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This note was uploaded on 09/24/2008 for the course COMM 3010 taught by Professor Earle, b during the Fall '07 term at Cornell.

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COMM 301 Quiz 1 Outline - Art of Woo Chapter 1 How Woo...

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