《国际商务谈判》罗伊列维奇.pptx

Influence

CHAPTER8

1.TwoRoutestoInfluence:An

0rganizingModel?

2.TheCentralRoutestoInfluence:

TheMessageandItsDelivery

3.PeripheralRoutestoInfluence

4.TheRoleofReceivers—Targetsof

Influence

5.ChapterSummary

Titles

The

1.TwoRoutesto

Influence:AnOrganizingModel

Analternativewayisbasedonamore

contemporaryunderstandingofhowpersuasionworks.ThisapproachdevelopedinastreamofresearchbyRichardPrettyandJohn

Cacioppo,suggeststhattherearetwo

generalpathsbywhichpeoplearepersuaded.

Thefirstoneoccursconsciouslyand

involvesintegratingthemessageintotheindividualspreviouslyexistingcognitive

structures.

Thesecondroutetopersuasion,the

peripheralroute,ischaracterizedbysubtle

·

·

·

2.TheCentralRoutesto

Influence:TheMessageand

·ItsDelivery

importantinchanginganother

person’sopinionsandperceptions,buttheeffectivenessofpersuasioneffortdependsonhowthefactsandideasareselected,organized,andpresented.

●Therearethreemajorissuestoconsiderwhenconstructinga

ctuofth

messaoeandthedelivervstvle

the

e

re

of

stru

ontent

message

message:the

Factsandideasareclearly

2.1MessageContent-1(1)MaketheOfferAttractivetothe0therParty

Negotiatorsshouldemphasizethe

(2)FrametheMessageSotheOther

PartywillSay“Yes”

vOucangettheotherpartvto

advantagetheotherpartygainsfrom

acceptingtheproposal.

Thebetternegotiatorunderstands

theothersrealneedsandconcerns,the

morehecananticipatetheother’s

objectionsandstructurethepresentationto

counteractthem.

·

2.1MessageContent-2

(3)MaketheMessageNormative

Peoplearemotivatedtobehave

standards.

Theotherpersonthatb