1. Chapter 11 The Persuasive Interview: The Persuadee Slide 1

2. © 2009 The McGraw-Hill Companies, Inc. All rights reserved. Chapter Summary Be a Responsible Participant Be an Informed Participant Be an Active Participant Summary

3. © 2009 The McGraw-Hill Companies, Inc. All rights reserved. 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

4. © 2009 The McGraw-Hill Companies, Inc. All rights reserved. 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

5. © 2009 The McGraw-Hill Companies, Inc. All rights reserved. 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 Complex 4. Dodging the Issue

6. © 2009 The McGraw-Hill Companies, Inc. All rights reserved. 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

7. © 2009 The McGraw-Hill Companies, Inc. All rights reserved. Be an Informed Participant Evidence Assess the reliability and expertise of sources. Insist on both quantity and quality of evidence.

8. © 2009 The McGraw-Hill Companies, Inc. All rights reserved. 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.

9. © 2009 The McGraw-Hill Companies, Inc. All rights reserved. Be an Active Participant Creating a Need or Desire Ask questions, challenge arguments, and demand solid evidence.

10. © 2009 The McGraw-Hill Companies, Inc. All rights reserved. Be an Active Participant Establishing Criteria Criteria enable you to weigh evidence.

11. © 2009 The McGraw-Hill Companies, Inc. All rights reserved. Be an Active Participant Presenting the Solution Be sure the solution meets the need and is the best available

12. © 2009 The McGraw-Hill Companies, Inc. All rights reserved. Be an Active Participant The Closing Take your time when making a final decision

13. © 2009 The McGraw-Hill Companies, Inc. All rights reserved. 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.