1. Chapter 11 The Persuasive Interview: The Persuadee Copyright © 2011 by The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin

2. 11-2 Chapter Summary Ethics and the Persuadee Be an Informed Participant Be a Critical Participant Be an Active Participant Summary

3. 11-3 Ethics and the Persuadee Both parties share ethical responsibilities Be honest Be fair Be skeptical Be thoughtful and deliberate in judgment Be open-minded Be responsive

4. 11-4 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. 11-5 Be a Critical Participant Language Strategies ▫Seek the meaning of symbols  Framing and Reframing  The use of language to frame or construct the way we see people, places, things, and objects.  Appealing to people  For many, majority rules  Persuaders use the bandwagon tactic when they urge others to follow the crowd.  Simplifying the Complex  Dodging the Issue

6. 11-6 Be an Informed Participant Logical Strategies ▫The ways persuaders attempt to reason with us:  Reasoning from example or generalization  Reasoning from cause-to-effect  Reasoning from fact or hypothesis  Reasoning from sign  Reasoning from analogy or comparison  Reasoning from accepted belief, assumption, or proposition  Reasoning from condition

7. 11-7 Be an Informed Participant Evidence ▫Assess the reliability and expertise of sources. ▫Insist on both quantity and quality of evidence.

8. 11-8 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. 11-9 Be an Active Participant Creating a Need or Desire ▫Ask questions, challenge arguments, and demand solid evidence.

10. 11-10 Be an Active Participant Establishing Criteria ▫Criteria enable you to weigh evidence.

11. 11-11 Be an Active Participant Presenting the Solution ▫Be sure the solution meets the need and is the best available

12. 11-12 Be an Active Participant The Closing ▫Take your time when making a final decision

13. 11-13 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.