2.2 Persuasive Style: How to Pitch the Message-11. Encourage Active ParticipationThe more involved, the more likely the target is tochange attitude and belief.2. Use Vivid Language and Metaphors“Our paralysis and fear is our competitor's greatest asset.(Sussman, 1999)3.InciteFearsIf you do X, Then I will forced to do Y""4. Violate the Receiver's Expectationsgood cop, bad cop", sharp contrast effectGreat orators: Winston Churchill, Martin Luther King, Jr
2.2 Persuasive Style: How to Pitch the Message-1 1. Encourage Active Participation The more involved, the more likely the target is to change attitude and belief. 2. Use Vivid Language and Metaphors “Our paralysis and fear is our competitor’s greatest asset. (Sussman, 1999) 3. Incite Fears “If you do X, Then I will forced to do Y ”. 4. Violate the Receiver’s Expectations “good cop, bad cop”, sharp contrast effect Great orators: Winston Churchill, Martin Luther King, Jr
2.4 Section SummaryNegotiators need to take care in constructing a persuasivemessage.When messages are well crafted and influence doessuccessfully occur through the “central route", thechange in the target's attitudes is more likely to be longlasting and resistant to counterinfluenceSo what? In our writing and speaking for the effect ofpersuasiveness, we need to consider aspects of themessage content, message structure, and delivery style
2.4 Section Summary • Negotiators need to take care in constructing a persuasive message. • When messages are well crafted and influence does successfully occur through the “central route”, the change in the target’s attitudes is more likely to be long lasting and resistant to counterinfluence. So what? In our writing and speaking for the effect of persuasiveness, we need to consider aspects of the message content, message structure, and delivery style