1. Persuasion and Negotiation in English

2. Ice Breaker Task: 5 minutes Find one thing that all the people in your group have in common (avoid obvious things like ‘we are taking this class’ or ‘we live in the Bay Area’).

3. Persuasion and Negotiation in English

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

5. Persuasion and Negotiation How are they related?

6. 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)

7. 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)

8. Possible contexts for persuasion/negotiation? buying something at a flea market 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

9. 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

10. Who gets the orange?

11. How far do we open the window?

12. Who gets the Sinai peninsula? 1978 Egyptian-Israeli Peace Treaty

13. 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

14. Persuasive Presentations

15. Persuasion : three components Factual issues Value issues Policy issues

16. Persuasion : three components Policy issues Value issues Factual issues

17. Fact / Value / Policy ? 1. Pablo Picasso paintings have been sold for millions of dollars 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

18. Persuasive topic example #1 Baseball Fact Value Policy

19. Persuasive topic example #2 Iraq war Fact Value Policy

20. Persuasive topic example #3 Your topic here Fact Value Policy

21. Policy persuasion Two types

22. Policy persuasion Two types Passive agreement. Immediate action.

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

24. 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.

25. Persuasive Speech: 1/23 Assignment Description Talk 4-5 minutes MAX Two weeks from tonight Persuade audience Policy level Immediate Action Use visual aids (e-mail ppt if you use it) Can be a “fun” topic Should be a “useful” topic

26. Next week More information about persuasive presentations Information about how to deliver a presentation Practice delivering presentations No homework for next week, but you could start preparing for your presentation on day 3. You will not need to bring your textbook until day 4.