About This Chapter
Overcoming Obstacles to Influence & Persuasion in Business - Chapter Summary
In this chapter, your company's managers will learn how to effectively overcome common obstacles that limit influence and persuasion. By examining cognitive biases, judgment errors and other obstacles, our expert instructors show your managers how they can get past these obstacles and become more persuasive and influential in the workplace.
The chapter comes with short lessons that help managers see how well they understand the material, and our instructors are happy to answer any questions they may have. Managers can also access the chapter's resources at any time using any computer or mobile device.
How It Helps
- Builds awareness of bias: Lessons help front-line managers develop a deep understanding of the role of bias in persuasion.
- Defines relevant concepts: The chapter shows managers clear definitions of concepts like cognitive bias, social judgment theory and brinkmanship.
- Improves persuasion and influence skills: Managers who complete the chapter will be able to better recognize and overcome persuasion and influence obstacles.
By the end of the chapter, front-line managers should be able to:
- Describe the role of bias in persuasion and influence
- Define the concept of cognitive bias
- Recognize and overcome common judgment errors and biases in decision making
- Explain social judgement theory
- Recognize and respond to brinkmanship in business negotiations
- Overcome obstacles that limit persuasion
1. The Role of Bias in Influence & Persuasion
Everyone has a degree of personal bias that influences their thoughts and actions, and controlling these biases makes a manager more capable of exerting positive workplace influence. This lesson explores bias and ways to reduce them.
2. Cognitive Bias: Definition & Examples
Cognitive biases are errors in thinking that influence how we make decisions. Learn more about cognitive bias from examples, and test your knowledge with a quiz.
3. Common Biases and Judgment Errors in Decision Making
In order for companies to be successful they have to be able to learn from their mistakes. One way they can do that is to identify biases and errors that might occur during decision making.
4. Overcoming Cognitive Biases & Judgment Errors in Decision Making
Decision makers are often tasked with tall-orders and make mistakes in the process. How can some of the pitfalls in decision-making be avoided? Read this lesson to find out.
5. What is Social Judgment Theory? - Definition & Examples
Social scientists try to understand how we interact and influence one another. In this lesson, we'll discuss social judgment theory, one theory that has been put forth as an explanation for how we hear and judge persuasive arguments.
6. Brinkmanship: Definition & Policy
Through this lesson, you will learn about the controversial style of negotiation known as brinksmanship, and gain insight into how the tactic has been used as a form of governmental foreign policy.
7. Responding to Brinkmanship in Business Negotiations
This lesson is going to go over brinkmanship. You'll learn what it is, from a business perspective, some of its nuances, and how you can deal with it successfully.
8. Recognizing & Overcoming Obstacles That Limit Persuasion
In this lesson, we go over some of the many obstacles that limit a person's ability to persuade. We also go over some strategies by which they can be overcome.
9. Practical Application: Bias Self-Assessment
Are you aware of your personal biases? In this resource, you will have a chance to self-assess any biases you may have and analyze how they may be affecting your work environment.
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