Persuasion and Negotiation in English
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’).
Two overall goals in this class:
to improve your spoken professional English
to better understand and engage in negotiation and persuasion in English
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)
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)
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
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
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
Fact / Value / Policy ?
1. Pablo Picasso paintings have been sold for millions of dollars
2. Pablo Picasso was a great painter3. Paying college athletes violates NCAA
ethical codes of conduct4. The NCAA should ban schools who pay
athletes5. Requiring anti-lock brakes is too expensive6. If anti-lock brakes were standard, we could
save 5,000 lives per year
Policy persuasion
Two types
Passive agreement You should see a baseball game sometime .
Immediate action Go to a Giants game this Friday evening .
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.
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
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