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10 Cards in this Set
- Front
- Back
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Using Logical arguments and facts to persuade another that a desired result will occur
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Rational Persuasion
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Arousing enthusiasm by appealing to one's values and beliefs
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Inspirational Appeal
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Asking for participation in decision making or planning a change
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Consultation
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Getting someone to do what you want by putting that person in a good mood or getting him or her to like you
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Ingratiation
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Appealing to feelings of loyalty and friendship before making a request
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Personal Appeal
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Promising some benefits in exchange for complying with a request
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Exchange
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Persuading by seeking the assistance of others by noting the support of others
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Coalition Building
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Pointing out one's authority to make a request or verifying that it is consistent with prevailing organizational policies and practices
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Legitimating
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Seeking compliance by using demands, threats, or intimidation
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Pressure
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What to do for Commitment
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Focus on
- Rational persuasion -Inspirational appeal - Consultation Avoid... - Coalition building - Pressure or legitimating |
