Persuasion and Negotiation in English

Persuasion and Negotiation in English

Ice Breaker task 1

Task Agree on one place outside the Bay Area that

everyone in your group has been to.

Persuasion and Negotiation in English

Ice Breaker task 2

Task Agree on an activity that you all think is great

to do in your free time.

Persuasion and Negotiation in English

Ice Breaker task 3

Task Agree on the following: what specific action is

best for you (or us as individuals) to do in response to global warming?

Persuasion and Negotiation in English

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?

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

Who gets the orange?

How far do we open the window?

Who gets the Sinai peninsula?

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

Persuasion: basics

Persuasion: basics

3 Components

3 Issues in Policy

Persuasion : three components

Factual issues

Value issues

Policy issues

Persuasion : three components

Policy issues

Value issues

Factual issues

Persuasive topic example #1

Baseball

Fact

Value

Policy

Persuasive topic example #2

Iraq war

Fact

Value

Policy

Persuasive topic example #3

Your topic here

Fact

Value

Policy

Fact / Value / Policy ?

1. Pablo Picasso paintings are worth millions

2. Pablo Picasso was a great painter

3. Paying college athletes violates NCAA ethical codes of conduct

4. The NCAA should ban schools who pay athletes

5. Requiring anti-lock brakes is too expensive

6. If anti-lock brakes were standard, we could save 5,000 lives per year

Policy persuasion

Two types

Policy persuasion

Two types

Passive agreement . .

Immediate action . .

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.

Basic Issues in policy

Need

Plan

Practicality

Basic Issues in policy

Baseball: attend a game

Needculture / rest / boredom / idioms / friends

PlanFriday / Giants / Caltrain / 6:00 pm / group

Practicality???

Basic Issues in policy

Purchase New Computers: a proposal

Need .

Plan .

Practicality .

Persuasive Speech

Talk 4-5 minutes MAX Two weeks from tonight Persuade audience

Policy Immediate Action

Use visual aids (e-mail ppt) Can be a “fun” topic Should be a “useful” topic