Ch 8: Persuasion in Negotiation

About This Chapter

Watch fun video lessons from home or on-the-go to strengthen your understanding of persuasion in negotiation. Mini quizzes and a practice exam can check your comprehension and ensure you have the knowledge you need to excel on a test, complete a project or boost your grades.

Persuasion in Negotiation - Chapter Summary

In this chapter, our instructors have developed entertaining video lessons that closely examine persuasive communication, attitude inoculation, cognitive dissonance and other concepts related to persuasion in negotiation. These videos are available around-the-clock, making it easy to fit your study sessions into a busy schedule. If you scroll below the videos, you'll find full written transcripts that let you print the lessons as texts or read them online. Accompanying these lessons are self-assessment quizzes designed to gauge your comprehension of the lesson contents. Taking advantage of these resources will enable you to:

  • List and describe four classic persuasion techniques
  • Discuss theories, skills and techniques of persuasive communication
  • Define and describe the theory of cognitive dissonance in psychology
  • Identify and discuss persuasive strategies in business communication
  • Explain how attitudes and persuasion are influenced by emotion
  • Share internal and external factors that influence attitudes
  • Provide the definition and examples of attitude inoculation

7 Lessons in Chapter 8: Persuasion in Negotiation
Test your knowledge with a 30-question chapter practice test
Types of Persuasion Techniques: How to Influence People

1. Types of Persuasion Techniques: How to Influence People

It's easy to underestimate just how frequently we are affected by persuasion techniques. In this lesson, we discuss four of the classics: low-balling, foot-in-the-door, door-in-the-face, and scarcity. We also define and discuss reactance theory in relation to scarcity.

Persuasive Communication: Theories, Skills & Techniques

2. Persuasive Communication: Theories, Skills & Techniques

Persuasive communication can be an effective way to change the minds and behaviors of those with whom you disagree. In this lesson, you'll learn about cognitive dissonance theory and the rational model of persuasion and how to apply them.

The Theory of Cognitive Dissonance in Psychology

3. The Theory of Cognitive Dissonance in Psychology

What happens when a person's beliefs and actions don't line up? And how do people deal with their feelings when that happens? Explore this lesson for information on psychologist Leon Festinger's theory of cognitive dissonance.

Persuasive Strategies in Business Communication

4. Persuasive Strategies in Business Communication

In today's business workplace, there is a need for individuals to be able to write effective persuasive messages in order to gain a support for action. There are three specific persuasive strategies that individuals can utilize in the workplace.

How Emotion Influences Attitudes and Persuasion

5. How Emotion Influences Attitudes and Persuasion

Emotions can be used to induce attitude change in a number of ways. In this lesson, we discuss how they can be used within persuasive communication to illicit both short-term and long-term attitude change.

Attitudes: Components, Formation & Measurement

6. Attitudes: Components, Formation & Measurement

Have you ever wondered how your attitudes are formed and how they affect your behavior? In this lesson, we'll take a look at some of the internal and external factors that form our attitudes and how our behavior can be affected or changed by various influences.

Attitude Inoculation: Definition, Explanation & Examples

7. Attitude Inoculation: Definition, Explanation & Examples

Every day, other people try to persuade us into changing our attitudes and behavior. In this lesson, we discuss a couple of ways to resist persuasion - using attitude inoculation, in particular. We define attitude inoculation and explain how it can prevent attitude change in spite of persuasion efforts.

Chapter Practice Exam
Test your knowledge of this chapter with a 30 question practice chapter exam.
Not Taken
Practice Final Exam
Test your knowledge of the entire course with a 50 question practice final exam.
Not Taken

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