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

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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.