列维奇 商务谈判（第8版）Lewicki8eChapter09.pptxVIP

NegotiationSection 02:Negotiation SubproccessesChapter 09: Influence? 2019 McGraw-Hill Education. All rights reserved. Authorized only for instructor use in the classroom. No reproduction or further distribution permitted without the prior written consent of McGraw-Hill Education. Two Routes To Influence: An Organizing ModelTraditionally it was thought that effective influence occurs when a person acts in accordance with the message.An alternative suggests two paths of persuasion.The central route occurs consciously and integrates the message into the person’s cognitive structures.The periphe