Encourage the other side to agree to another meetng To invite the oppositon to

Encourage the other side to agree to another meetng

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- Encourage the other side to agree to another meetng - To invite the oppositon to agree to come visit your plant - To encourage both sides to agree to make a statement to the press Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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Key Principles of Infuence Credibility - When confronted with a new positon the frst response is most ofen reluctance due to aspects related to trust and bias - Reasons why individuals are reluctant to change - Avoidance strategies – Involves the mere avoidance of persuasion atempts - Contestng strategies – Includes the actve challenging of the message or persuasion tactcs used - Biased processing strategies – Involves strategies by which recipients selectvely process the message in such a way that favours their original attudes or behaviour - Empowerment strategies – Strategies where individuals assert their own existng values instead of challenging the persuasive communicaton - Remedies for expertse and trust gaps - Hiring recognized outside expertse - Using respected trade and business publicatons - Launching pilot products to demonstrate on a small scale - Closing relatonship gaps - Meetng with the most important people in the audience and help them with the issues that concern them - Involving co-workers who share similar views on the issues and have well-established relatonships with the target audience Common interests - Partes and individuals mostly difer about their positons and most ofen agree about their interests - If one could move partes towards interests and away from their positons one can ofen reach an agreement on the interests and open more possibilites of overcoming the diferences in positons - It could be productve to ask why a positon is held and to encourage a joint atempt to generate ideas to reach those common interests Reciprocity - Well-known form of infuence whereby one party create obligatons that can be called on at a later stage - If you act frst by doing a signifcant favour to someone it is universally acceptable that the favour will be returned in tme - People reciprocate when others make concessions to them (Rafe and pen example) - The sellers moment of power – The moment afer someone says no provides the seller a few seconds of power to respond with a concession that will create the urge to reciprocate - Leverage resulted from the power of concessions – By demanding something extreme leverage can be created and you could then indicate that you could move away from the demand depending on a concession from your opponents Scarcity Downloaded by Shaun Mlangeni ([email protected]) lOMoARcPSD|3347332
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- People tend to want more of what they can’t have - People tend to prefer and are willing to pay more for products that are scarce, unique and exclusive Verbal commitments - Individuals try to act consistent to the verbal or writen commitments they have made publicly - Negotators should collect as much informaton possible and ask many questons before
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