...of the Case Incident “The Persuasion Imperative.” It discusses information about IBM’s training program, as well as other keys to persuasion and influence that were not mentioned in IBM’s program. These topics are compared with the topics discussed in Chapter 13 of the textbook. Finally, we discuss whether or not generational values can explain the changing nature of the employer-employee relationship. Persuasion is necessary in the field of management. In review of the case study, there are several key points to contemplate: * Are the precepts of IBM’s training program consistent with the concepts in the chapter? Why or why not? * Based on the chapter, are there other keys to persuasion and influence that might be added to the IBM program? * If you had a manager who wanted you to do something against your inclination, which of IBM’s elements would work best on you? Why? * From Chapter 5, do you think generational values explain the changing nature of the employer-employee relationship? Why or why not? Are the precepts of IBM’s training program consistent with the concepts in the chapter? Why or why not? IBM’s precepts are stated as: build shared vision; negotiate collaboratively; make trade-offs; and build and maintain your network. These precepts do line up with the concepts from the chapter. In review of Robins & Judge information, there are distinct influence tactics: Legitimacy (relying on authority); rational persuasion (presenting logical arguments...
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...Persuasion Tactics in Negotiations Randall Flores University of La Verne Since early childhood, persuasion has been used as a means to get something you want. Persuasion is an attempt to change attitudes or behaviors. It can be used to reach a specific point in the overall negotiation process. It is also very important to understand persuasion tactic. Persuasion can be a very powerful negotiation strategy and will help the success of your arguments. It is important to know both how to used the art of persuasion as well as know when it’s being used against you. Persuasion has been used to help make other parties agree or compromise their own position. If you wish to be a good negotiator, you need to have a good grasp of the art of persuasion. Persuasion can be spoken, body gestures, facial expressions, vocal tone and also silence. Despite all these types, verbal language is the principal channel of persuasion. Other persuasion tactics include: - Body Language: leaning in towards the other party. - Vocal Tone: Raising or lowering your voice to change delivery and interpretation of your words. - Facial Expression: Showing anger or agreeability in your facial expressions as the other parties are arguing their position. According to the International Negotiations Handbook, there are several other types of persuasion tactics. One of these would include story telling. This is when you present your argument as a story that explains your...
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...the most part. Attitude is believed to be a belief that is shaped by an individual’s experiences. A person’s attitude influences their behavior because; attitude is that person’s belief regarding a given subject. A person’s attitude is more than their belief; attitude also serves as a motivating force that tells a person how to act in situations (Feldman, 2010). An example of this motivating force may be, a child who grew up in a military family showing a great deal of respect to the military and those who have served in the military. This example shows how attitudes can be shaped by one’s experiences, having a positive experience would lead to the development of a more positive attitude, while having a negative experience would lead to the development of a negative attitude. Components of Attitude There are three main components composing the human attitude, these components are behavioral, action and cognitive components. The action component of attitude is the relationship between a person’s attitude and how they behave regarding particular subjects. For example, when a person states that they are scared of spiders, it shows their emotion in connection with spiders and it is an action attitude. (Coon & Mitterer, 2013). Another component of human attitude is the behavioral component. The behavioral component of attitude is the component that influences an individual’s attitude (McLeod, 2009). The behavioral component of human attitude will always include a person’s behavior...
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...uncompromising dedication in developing innovative and reliable healthy lifestyle products (OSIM Ltd., 2010). The motto of OSIM which proudly rules the company has been “Inspiring Life”. For report purposes, OSIM’s will be researched and evaluated upon below. Persuasion In definition, persuasion from an organization is a conscious effort to influence by appealing to a consumers’ reason. At the base of marketing communications, persuasion serves to advise consumers on the benefits of a product and ultimately lead to acceptance of an attitude, belief or behaviour. A suitable approach in persuasion may be to adopt the consumer processing model (CPM) for appealing to intellectual consumers or the hedonic, experiential model (HEM) for those in pursuit of sensory stimulation or fantasies. Elaborating on the persuasion process, it comprises of four fundamental factors. Aspects of persuasion that are controlled by the marketer consist of peripheral cues and message arguments while characteristics of the person being persuaded are the receiver’s involvement and initial position. Relating to a study by Lakhani (2005) persuasion is considered as "the art of getting what you want," whereas Perloff (2003) defines persuasion as "a symbolic process. This happens when communicators attempt convincing others to change their attitudes or behaviours regarding an issue through the transmission of a message in an atmosphere of free choice”. Elaboration Likelihood Model...
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...Persuasion: Who, What, and to Whom Even though people can just say no to the individual or to a group, the communicator influences the audience because people may be persuaded by the message. “The communicator’s goal is to change your mind, and most people are easily influenced” (Rhoads, 1997). Social psychology helps us to identify different aspects of ourselves, and the environment in which we live and work. It gives us insight as to why people judge others, and how the power of persuasion affects an individual, group, or a nation. An effective persuader possesses both positive and desirable traits. “One of these traits is to portray believable knowledge” (Feenstra, 2011).If the communicator appears as if they know, what they are talking about they will be far more likely to persuade the audience. In addition, when the communicator speaks in an authoritative manner opposed to a hesitant, unsure manner they are typically much more persuasive. It is important that the audience see the communicator as being trustworthy this plays an important role in persuasive communication. When a person is seen as always being honest, it makes them much more credible then a person who is known to lie or avoid telling the truth. Credibility is important to persuasion as it is associated with an individual’s character. The most important factor in persuading others is character. Moreover, an effective persuader builds a connection before giving the actual persuasive message...
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...Part I: Theoretical discussion of some concepts on Persuasion 1. Define persuasion and distinguish it from other forms of communication. Persuasion is a form of communication that involves the ability to convince others to change his/her position on a certain subject. But unlike negotiation, which suggests some degree of backing down or meeting in the middle. “Rather than compromising, as in negotiation, effective persuasion will actually convince the opposing party to abandon their previous position and embrace yours (http://westsidetoastmasters.com/resources/laws_persuasion/chap1.html).” In other words, effective persuasion enables you to get other people to willingly do what you want them to do. Looking closely at the definition of Perloff (2003) “Persuasion is a symbolic process in which communicators try to convince other people to change their attitudes or behavior regarding an issue through the transmission of a message, in an atmosphere of free choice.” The two most important component of this definition are: (1) the deliberate intention to change the attitude or behavior of another person, and (2) voluntary compliance, that is, not by force. Therefore, although persuasion is like any other form of communication such that it is a “process of stimulating meaning in the mind of another by means of a message (Putnam, 2014).” it is different from the accidental type since in the accidental form there is no intention to change attitudes or behavior but simply to transmit...
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...In social psychology there are many aspects of the things that we do in our daily lives that have been scientifically investigated through scientific method for the sake of getting to know human behavior and to put reasoning behind the thought, feeling and behavior of human beings as they are influence by our environment and others, basically why we do what we do. Social psychology looks at a wide range of social topics some of which are perception, behavior, conformity, aggression and prejudice to name a few. This paper will highlight a few of the terminologies and theories in this discipline also give overview to some of these afore mentioned topics. Starting with the terminology used in social psychology we look at the concept of self, it is stated in the text Introduction to Social Psychology self-concept “is the collection of things you know about yourself—such as your overall cognitive understanding (learned beliefs, attitudes, and opinions) about yourself” (Feenstra, 2011). Looking at this statement, it can be determined that the ideas learned throughout life about one’s self is a product self-concept. Self schema is what is understood and gathered from self-concept. Text defines self-schema as “organizing this information, affecting how we view the world and takes in information” (Feenstra, 2011). What are gathered from a person as far as the sports they may play, going to church and time spent with my family are all things that can attribute to ones self-concept...
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...if and when a task will reach completion. The documentation below will cast some light into the various persuasive forms of leadership, followed by an evaluation of persuasive tactics used to facilitate change. As change is often met with resistance persuasive tactics are ideal. Two sources referenced as credible tactics are logical and transformational. The documentation includes two prominent public figures First Lady Michelle Obama and Billionaire Oprah Winfrey in reference to successful persuasive skills used to influence followers and votes. The information shared is from the perspective of a student. The intent is not to discredit the authors or public figures of any credit for works performed. * Persuasion Contrary to what people may believe, persuasion is healthy and rewarding! According to (Rusaw), transformational leaders use tactics to educate and inspire followers to achieve a completed goal or task. As differences in views may label persuasion as being manipulative, in leadership the task is warranted. Great public leaders possess skills and tactics for gaining supporters and followers that aid political forums and completion of task. The document below will review various persuasive forms of leadership and how facilitating change requires persuasive tactics. Persuasive Forms of Leadership To persuade a leader must gain the trust of his or her audience. To gain trust a leader must be creative and idealistic. This characteristic of a leader is built...
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...2011 Assignment 2 Persuasion, Science of influence Kunal Nagar,W0782056 MSIS ,Santa Clara university , 3/10/2011 Influence: The Psychology of Persuasion Persuasion is a form of social influence. It is the process of guiding oneself or another toward the adoption of an idea, attitude, or action by rational and symbolic (though not always logical) means.1Persuasion is often referred to as an art and influencing others isn’ luck or magic –its science. t Persuasion and Influence is big part of any consumer behavior, this goes in line with self-actualization theory and projected self or a corporation. There are proven ways to help make you more successful as a marketer and an office politician. In a world where every e-mail, every request and every event we plan competes against other compelling demands, the skill of persuasion is essential ,The ability to persuade others is critical to success, whether you are selling cars or a new corporate strategy. Psychology and marketing Professor Robert Cialdini has examined the component parts of influence, in the lab and on the street. He has learned that persuasion is a science as well as an art. So why do you want to know it? To communicate with your customers so that they become your raving fans ,they like you ,they like to read your message ,they give positive response ,cialdini ‘ techniques are used to increase sales ,to have s more responsiveness for customers, in case you want to research for requirement ,to make customers...
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...Persuasion is a procedure aimed at influencing someone’s or a group’s attitude, beliefs or behavior. This type of convincing could be done by expressing information, a message or feelings by using written or spoken words. Persuasion takes strategic planning. We have learned about the seven most popular persuasive strategies used in our daily lives. I never realize how much persuasion is used every day. We see it a lot in marketing and advertising daily. Everyday someone is trying to persuade us to buy an item on TV, radio or signs. Or vice versa we try to influence our peers to do something or feel some way. Many times in my life I have been in situations which involve the persuasion of Reciprocation. I’m going to show that we are always inclined to repay another person with a kind gesture. My part time job is babysitting for a family every day after school and occasionally when needed. One of my experience of reciprocation happen last year right before spring break. I was exhausted studying for midterms and working and trying to get my stuff ready for my trip. The last day before my trip the husband handed me my paycheck and a nice envelope with my name on it. I opened the envelope and to my surprise there was a gift card for $60 and a note wishing a safe trip. I was so excited that I gave him a big hug and thanked him several times. By the time I got home I was so overwhelm that I took time and wrote them a thank you note. As we can see in this situation I felt so...
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...Personal power, communication and effective persuasion By H Woodman Professor Steele Date 10/26/2014 In order to effectively persuade or negotiate with a person, good communication skills are essential. Persuasion is the ability to induce another party to embrace your point of view by using reasoning. Persuasive people try to get other parties to want what they want without arguing by providing solutions that work. They do this by using communication techniques such as talking relentlessly and using complex terms which means they have to explain it more (Dainton, 2010). They use perceived power they receive from the other party by using authority which is builds trust. For example, the use of doctors in a toothpaste advert persuades people to buy the toothpaste. Negotiation is a situation where parties having a conflicting interest, each with no power to influence the other to get their way reach an agreement. In a negotiation, both parties can compromise or alternatively invent a solution that meets both of their objectives. For instance, in a business involving a car dealer or salesman and a buyer, concepts of persuasion and negotiation are used in order to make a deal. The deal may not necessarily be favorable to both parties. The car salesman may use persuasion to get the buyer to agree to the terms of purchase. For example, car salesmen try to be likable by using techniques such as smiling and telling jokes. They create emotional attachment to the buyer by...
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...Your emotions plays a critical role in persuasion. There are many emotions we all have to deal as individuals on an everyday basis, but the one emotion we often used in persuasion is humor. Humor is a valuable quality that causes laughter in individuals as they do ridiculous things or say a few silly jokes to make individuals laugh and put individuals in a great mood. “According to persuasion theory, people who are in good mood are less likely to disagree with a persuasion…” (Lyttle, 2001, p.207). Your emotions also work together with the way an individual meditates on different issues or situations in our lives. There are many different methods of persuasion techniques that have been used in marketing, public campaign, and in political messages. The authentic message itself is essential as one message can bring about wavering altitudes of emotions and humor for many different people. In human relationship humor is not only significant, but it can help reliefs the pressure and avoid the escalation of conflict, but it is also can be a remedy for your heart, soul, and mind. (Seiter & Gass, 2004). Some individuals have many different opinions on this subject matter, however, regarding the effectiveness of humor in persuasion. After reading Perspective on persuasion, social influence, and compliance, The Effectiveness of humor in persuasion: the case of business ethics training, and The Joint impact of humor and argument strength in a print advertising context: a case for weaker...
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...It is common misconceptions that only individuals involved in sales, marketing, or leadership position are hold the degree of persuasion. Whether he or she realize it or not, the individuals success, income, and even his or he relationships depend on his or her ability to persuade a motivate others. Persuasion is such a critical component of success in our everyday lives. My paper today will prove persuasion is good use in the right behavior. Showing knowleability on current uses: and how the breakdown on groupthink can help. The power of persuasion is of extraordinary and critical importance in today’s world. Nearly every person has encountered an attempt to gain influence or to persuade others to our way of thinking. Regardless of age, profession, religion, or philosophical beliefs, people are always trying to persuade each other. We all want others to listen, trust, and fellow our advice. Persuasion is power, for good or bad. Persuasive people keep children off drugs, prevent crmins, and improve lives. Of course, persuasive people also get children on drugs, commit crims and destroy lives. We want to focus on the power of persuasion for the improvement and betterment of ourselves, our friend and most of all our families. As I arrived at the City council meeting the check-in process was just as if attending a criminal trail: bags check meal detectors, and informed police office easily seem. The agenda was place in an invisible box also posted on the door. Instreating...
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...management at Merrill Lynch determined that collaboration amongst its analyst would lead to the innovative products and services considered necessary to prosper in this climate. This paper discusses why, despite a limited source of power, Candace Browning’s use of persuasion as an influence tool was effective in moving her department from its star culture to one that better fits the changing market for investment research. Power – Her position as head of Global Securities Research provided Candace Browning with legitimate power over Merrill Lynch analysts around the world. This potential to change the attitudes and behaviors of her staff was weakened by the low centrality she had in her position. “Centrality refers to the degree and nature of the interdependence between the power holder and others.” (McShane & Von Glinow, 2010, p306) Research analysts were used to working autonomously in their areas of expertise and were more dependent on Institutional Investor (II) rankings than a department head. The II rankings also increased the visibility of Merrill Lynch’s star analysts and dealt another blow to the magnitude of Ms. Browning’s legitimate power. Persuasion – “The effectiveness of persuasion as an influence tactic depends on characteristics of the persuader, message content, communication medium, and the audience being persuaded.”...
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...Latisha Cook November 1, 2014 Ashford University Social Psychology Stephanie Anderson Have you ever been able to persuade someone into doing something? What about being persuaded by someone. You probably didn’t even know there were several different techniques when it comes to persuasion. Persuasion can be a powerful tool. It can be used in a positive way or a negative way. Knowing the characteristics of the persuader, the message that’s being persuaded and the characteristics of the audience can be a benefit to you. If you’re the one doing the persuasion you must have certain characteristics about yourself. People need to know that you know what you’re talking about and they can trust you. A communicator with expertise is one who appears to have knowledge and is able to communicate it (Feenstra, 2013). You can have all the expertise about something, but trustworthy is the most important. A trustworthy communicator is one we believe is giving us accurate information. (Feenstra, 2013). Another characteristic about being a “persuader” is physical attractiveness. Believe it or not people tend to go with someone who is more attractive than someone who is not. If you were going to buy a phone or even just to look at one you are more than likely to be persuaded by someone who is attractive. People respond more to people who are attractive due to the fact they would rather interact with them more. If you have ever seen hooters commercial or a billboard ad you will notice they’re...
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