Persuasion and Negotiation in English

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’).

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 and Negotiation

How are they related?

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

Who gets the orange?

How far do we open the window?

Who gets the Sinai peninsula?

1978

Egyptian-Israeli

Peace Treaty

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

Persuasive Presentations

Persuasion : three components

Factual issues

Value issues

Policy issues

Persuasion : three components

Policy issues

Value issues

Factual issues

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

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

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.

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

Next week

More information about persuasive presentations

Information about how to deliver a presentation

Practice delivering presentations

No homework for next week, but you could start preparing for your presentation on day 3.

You will not need to bring your textbook until day 4.