Learning Objectives

By the end of this chapter, you should be able to:

• Explain the necessity of persuasion in negotiations.

• List the four building blocks of persuasion.

• Identify four ways of building a persuasive case.

• Understand how language choice can make you more persuasive.


This chapter describes a skill that is important to everyone both in and out of the workplace: persuasion. Persuasion is a communicative process through which we alter or affect the attitudes, beliefs, or actions of others. Anyone who supervises others, or who must enlist the support of others in order to get things done, must understand ...

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