Xu_PM_Lecture 9 _S - Lecture 9 Personal Persuasion The...

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Lecture 9 Personal Persuasion
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The Weapons of Influence Reciprocation Commitment and consistency Social proof Authority Scarcity 11/13/2011 Alison Jing Xu ©All Rights Reserved
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Reciprocation The $5000 relief aid that was sent in 1985 between Ethiopia and Mexico 11/13/2011 Alison Jing Xu ©All Rights Reserved
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Tactical Use of Reciprocation How to increase donations? How to increase questionnaire return rate? How to increase sales? 11/13/2011 Alison Jing Xu ©All Rights Reserved
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Reciprocal Concessions A smart little boy Door-in-the-face strategy: rejection and retreat Volunteers needed! How to increase the budget for Marketing? The benefits of concession 11/13/2011 Alison Jing Xu ©All Rights Reserved
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Strategic Concession in negotiation 15 14.9 14.68 14.676 14.6763 Move in increasingly smaller steps Move toward greater precision 11/13/2011 Alison Jing Xu ©All Rights Reserved
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The Weapons of Influence Reciprocation Commitment and consistency Social proof Authority Scarcity 11/13/2011 Alison Jing Xu ©All Rights Reserved
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This note was uploaded on 02/04/2012 for the course MGT B04 taught by Professor Allisonxu during the Fall '11 term at University of Toronto- Toronto.

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Xu_PM_Lecture 9 _S - Lecture 9 Personal Persuasion The...

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