Persuasion and Negotiation in English

Ice Breaker task 1 Task Agree on one place outside the Bay Area that everyone in your group has been to.

Persuasion and Negotiation in English Ice Breaker task 2 Task Agree on an activity that you all think is great to do in your free time.

Persuasion and Negotiation in English Ice Breaker task 3 Task Agree on the following: what specific action is best for you (or us as individuals) to do in response to global warming?

Persuasion and Negotiation in English

Two overall goals in this class: to improve your spoken professional English to better understand and engage in negotiation and persuasion in English

Persuasion definition Persuasion is a form of influence. It is the process of guiding people toward the adoption of an idea, attitude, or action by rational and symbolic (though not only logical) means. It is a problem- solving strategy, and relies on "appeals" rather than force. Persuasion is meant to benefit all parties in the end. (Source: wikipedia.com)

Negotiation definition Negotiation is the process whereby interested parties resolve disputes, agree upon courses of action, bargain for individual or collective advantage, and/or attempt to craft outcomes which serve their mutual interests. (Source: wikipedia.com)

Possible contexts for persuasion/negotiation? personal decisions with family members, friends renting an apartment buying a house (or anything that may not have a pre-fixed price) salary or terms of employment union and management international agreements business deals (regarding services, products) policies or actions within an organization legal disputes – plea bargaining, settlements outside of court

Principled Negotiation ‘Hard on problems, soft on people’ Preparation Thinking in terms of underlying interests rather than declaring rigid positions Staying open to and imagining various options before committing to one solution Using objective criteria as much as possible for determining fair outcomes Being prepared to walk away if necessary, and know what other possibilities you have

Who gets the orange?

How far do we open the window?

Who gets the Sinai peninsula?

Our focus regarding negotiation: how to use language to… Build honest relationships with others Discourage adversarial conflict and defensiveness Encourage working on the negotiation as a problem-solving effort Focus on interests, options, and objective criteria

Persuasion: basics

3 Components 3 Issues in Policy

Persuasion : three components Factual issues Value issues Policy issues

Persuasion : three components Policy issues Value issues Factual issues

Persuasive topic example #1 Baseball Fact Value Policy

Persuasive topic example #2 Iraq war Fact Value Policy

Persuasive topic example #3 Your topic here Fact Value Policy

Fact / Value / Policy ? 1. Pablo Picasso paintings are worth millions 2. Pablo Picasso was a great painter 3. Paying college athletes violates NCAA ethical codes of conduct 4. The NCAA should ban schools who pay athletes 5. Requiring anti-lock brakes is too expensive 6. If anti-lock brakes were standard, we could save 5,000 lives per year

Policy persuasion Two types

Policy persuasion Two types Passive agreement. Immediate action.

Policy persuasion Two types Passive agreement You should see a baseball game sometime. Immediate action Go to a Giants game this Friday evening.

Policy persuasion Two types Passive agreement You should see a baseball game sometime Saddam Hussein should be overthrown. Immediate action Go to a game this Friday Your country should join our coalition to invade next week. Send 25,000 troops and $1,000,000,000.

Basic Issues in policy Need Plan Practicality

Basic Issues in policy Baseball: attend a game Need culture / rest / boredom / idioms / friends Plan Friday / Giants / Caltrain / 6:00 pm / group Practicality ???

Basic Issues in policy Purchase New Computers: a proposal Need. Plan. Practicality.

Persuasive Speech Talk 4-5 minutes MAX Two weeks from tonight Persuade audience Policy Immediate Action Use visual aids ( ppt) Can be a “fun” topic Should be a “useful” topic