Persuasion and Negotiation in English

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Persuasion and Negotiation in English
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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.

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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.

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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?

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Persuasion and Negotiation in English
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Two overall goals in this class

• to improve your spoken professional English
• to better understand and engage in negotiation
  and persuasion in English

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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)

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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)

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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

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Principled NegotiationHard 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

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Who gets the orange?
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How far do we open the window?
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Who gets the Sinai peninsula?
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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

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Persuasion basics
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Persuasion basics

• 3 Components
• 3 Issues in Policy

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Persuasion three components

• Factual issues
• Value issues
• Policy issues

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Persuasion three components

• Policy issues
• Value issues
• Factual issues

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Persuasive topic example 1

• Baseball
• Fact
• Value
• Policy

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Persuasive topic example 2

• Iraq war
• Fact
• Value
• Policy

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Persuasive topic example 3

• Your topic here
• Fact
• Value
• Policy

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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

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Policy persuasion

• Two types

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Policy persuasion

• Two types
• Passive agreement
• .
• .
• Immediate action
• .
• .

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Policy persuasion

• Two types
• Passive agreement
• You should see a baseball game sometime
• .
• Immediate action
• Go to a Giants game this Friday evening
• .

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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.

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Basic Issues in policy

• Need
• Plan
• Practicality

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Basic Issues in policy

• Baseball attend a game
• Need
• culture / rest / boredom / idioms / friends
• Plan
• Friday / Giants / Caltrain / 600 pm / group
• Practicality
• ???

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Basic Issues in policy

• Purchase New Computers a proposal
• Need
• .
• Plan
• .
• Practicality
• .

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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