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Persuasive Communication in the Workplace
The Theory
The Proof!
How this affects us!
Workplace Communication:
What the Apprentice Teaches About Communication Skills
Some strategies
Business Communication Quarterly December 2005 vol. 68 no. 4 429-456
Rational
Brutal
Persuasive
Communication
in the Workplace
Pro vs. Con method of
persuasion
We use persuasive communication to induce listeners, coworkers, and organizational superiors or subordinates to make a decision or perform an action.
One sided
Gives the listener no choice
Allows testing of
alternatives
Rational/
Emotional
uses Monroe's
Motivated Sequence
SOME EXAMPLES!!!
Mindful
Understands the needs
of the audience
Passing the Word: Toward a Model of Gossip and Power in the Workplace
Nancy B. Kurland and Lisa Hope Pelled
The Academy of Management Review , Vol. 25, No. 2 (Apr., 2000), pp. 428-438
Commitment to satisfy these needs
References
Business and Professional Communication
Goodall, JR.-Goodall-Schiefelbein pg. 244
Interpersonal Communication: A Goals Based Approach
Canary-Cody-Manusov pg. 382