UNDERSTANDING PERSUASION

UNDERSTANDING PERSUASION

Thinking like a Negotiator

Definition:

Persuasion: influencing someone to do something--advertisements, promises, emotional appeals, physical threats.

Argument: a form of persuasion that relies on reasoning and logical thought to convince people.

Arguable topics:

Facts: are not arguable.

Opinions based on personal taste/preference: are not arguable.

Opinions based on judgement: are arguable. Judgement means weighing the pros and cons of an issue and making a value decision based on a culture's values and beliefs.

Uses of Argument:

Debate (Adversarial argumentation): a win/lose situation where one party is right and the other is wrong. There is no room for compromise.

Claim: What you believe, your position, what you want to prove, your thesis.

Establishes the subject of your argument.
Solidifies your own stand or position about the issue.
Sets up a strategy on which your argument can be structured.

Support: Why you believe it--reasons, information, assumptions, evidence, authorities, experts.

Why do you believe your claim to be true?
On what information or assumptions do you base your claim?
What evidence can you supply to support your claim?
Do any authorities or experts concur with your claim?

Credibility: You must convince your reader that you are knowledgeable about subject and the facts, statistics, anecdotes, etc. you use are accurate and up-to-date.

Logical fallacies (from Latin fallere "to deceive"): unintentional errors in logic or deliberate attempts to mislead the reader by exaggerating evidence or using methods of argument that appeal to prejudice or bias.

Anticipating Opposition: You must be prepared to acknowledge and respond to the strongest reasons that challenge your own argument.

"Yes, but…" Exchanges: Run down your own list of reasons and for each one imagine your opponent saying, "Yes, but…." But what? What is he/she going to say? Plan your response.

Pro/Con Checklists:

Helps you solidify your own stand.
Helps you test the strength and validity of your points.
Helps you determine weak spots in your argument.
Helps you decide how to arrange your points.

Dialogue (Consensual Argument): a win/win situation where WE have a problem and together WE will solve it through discussion, listening, interaction, and understanding.

Listening to the other person.
Showing that you understand his/her concerns.
Communicating your ideas.
Allowing room for change and modification.
Working together to find a solution that resolves all concerns.

Deliberation: to methodically weigh all the evidence before reaching a judgement.

Becoming informed about the issue by reading and researching the information available.
Creating a dialogue by listening to the arguments of all sides in the debate and trying to understand the reasons behind their claims.
Carefully weighing all the arguments and information.
Determining your own position on the issue.

QUIZ: NEGOTIATOR

Define each of the following words as they relate to Argumentation.

1. Argument:

2. Claim:

3. Reasons:

4. Debate:

5. Dialogue:

6. Deliberation:

UNDERSTANDING PERSUASION

Thinking like a Negotiator

Definition

Persuasion

Argument

Arguable Topics:

Facts

Opinions based on personal taste/preference

Opinions based on judgement

Uses of Argument

Debate (Adversarial argument)

Claim

Support

Credibility

Logical Fallacies

Anticipating Opposition

"Yes, but…" exchanges

Pro/Con checklists

Dialogue (Consensual argument)

Deliberation (Reaching a conclusion)