BUS 50.3 Chapter 8 - Copy

BUS 50.3 Chapter 8 - Copy - CHAPTER EIGHT Influence...

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CHAPTER EIGHT Influence
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Influence in Negotiation The actual strategies and messages that individuals deploy to bring about desired attitudinal or behavioral change People differ widely in their ability to use influence effectively Persuasion is as much a science as a native ability Everyone can improve persuasive skills
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Two Routes to Influence Central route Occurs consciously and involves integrating the message into the individual’s previously existing cognitive structures (thoughts, frameworks, etc.). Peripheral route Characterized by subtle cues and context, with less cognitive processing of the message and is thought to occur automatically. (e.g., impressed by speaker’s impressive credentials rather than lecture content)
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The Central Route to Influence: The Message and Its Delivery There are three major issues to consider when constructing a message: The content of the message Facts and topics that should be covered The structure of the message Arrangement and organization of the topics and facts The delivery style How the message should be presented
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Message Content Make the offer attractive to the other party Note: remember that just because it appears attractive to you does not necessarily mean that it is attractive to the other party Frame the message so the other party will say “yes” Strategy: Having people say yes to even a minor point will make them have a mind set that is more receptive to answer yes to additional topics
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Message Content (continued) Make the message normative – by following a course of action the individual will be acting in accordance with both the individual’s values and some higher code of conduct (e.g. “buy American”, “save a tree”) Suggest an “agreement in principle” (and do not discuss all the exact details)
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This note was uploaded on 08/01/2010 for the course BUS 5865 taught by Professor Smith during the Spring '10 term at CUNY Baruch.

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BUS 50.3 Chapter 8 - Copy - CHAPTER EIGHT Influence...

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