Persuasion, Negotiation and Motivation

In negotiations there are two types of questions that can be used.

Manageable questions cause attention or prepare the other person's thinking for further questions ("May I ask you a question?"), get information ("How much will this cost?"), and generate thoughts ("Do you have any suggestions for improving this?").

Unmanageable questions cause difficulty, give information ("Didn't you know that we couldn't afford this?"), and bring the discussion to a false conclusion ("Don't you think we've talked about this enough?")

Try to come up with your own version of manageable questions. Pick any three from the list below and develop a question.

Open-ended questions—ones that cannot be answered with a simple yes or no. Who, what, when, where, and why questions.

Open questions—invite the other's thinking.

Leading questions—point toward an answer.

Directive questions—focus on a specific point.

Gauging questions—ascertain how the other person feels.

Persuasive Statement Exercises

Respond to the following statements. They are either myths or statements of truth. Your role is to indicate which is a myth and which is truth and tell why you feel that way. (Responses will be provided after everyone has offered posts).

Statement 1- Some writers and speakers believe that the most important factor in persuasion is the clear and forceful statement of their viewpoint.

Statement 2 - If you identify any valid objections to your solution and modify your solution to eliminate them, you have done enough.

Statement 3 - Demanding an instant decision as part of a persuasive situation is perfectly acceptable when you are in a leadership role.

How Does Everything Work Together?

In an open discussion, providing feedback to each other, state in a paragraph how you feel persuasion, negotiation, and motivation are all interconnected?