MHR 721 Lecture Notes - Lecture 5: Rationality, Practical Reason
24 Oct 2016
School
Department
Course
Professor
Document Summary
Takes place every time someone frames a sales pitch in a terms of the other party"s self-interest. In negotiation, each side has something the other side wants or could use and they make a trade. Trade can be explicit or implicit (occurs in the future) Essence of this persuasion channel is inducement, not trading. Most commonly used tool in work settings usually in top-down situations. People will not do anything because of authority, only when it is presented in a certain way and orders do not violate their own interests. Are using authority-based persuasion whenever you appeal to your formal position or authoritative rules or policies as a means of getting others to agree with your proposal. Effective appeals are always accompanied by independent justifications and explanations to help persuade the audience. Politics are processes where individuals try to exert influence over the actions of a larger organization.
