2. Planning and Writing Persuasive Requests

In a business environment, persuasion is critical to success. Persuasion is necessary when you anticipate resistance or when you are making more than routine demands.

Which of the following are elements of effective persuasion? Check all that apply.

Uses facts, statistics, expert opinions, and examples

Includes an easy excuse

Engenders mistrust

Establishes credibility

Focuses on direct and indirect benefits to readers

Fill in the blank with the most appropriate answer.

Persuasive requests are generally more effective when they use _____ . (a direct strategy, an indirect strategy, unethical coercion)

Read the following message, and answer the following questions.

Dear Mr. Sanchez:

Your efforts to promote ethical business practices in our city have drawn national recognition. You are an excellent role model for all our citizens, especially our youth.

Following your leadership, next month Jackson High School, in partnership with the Decatur Chamber of Commerce, will be hosting our second annual Ethics and Leadership for Youth conference. Last year the ELY conference had more than 1,500 attendees from district high schools. This year we are increasing our registration to accommodate 750 more students from neighboring school districts. We are excited that so many students are interested in promoting ethics and leadership in their community.

Last year, after learning about the importance of ethical leadership, students who attended our conference returned to their home schools and implemented a total of nine ethics and leadership initiatives. One of these initiatives included a project in which students researched ethical leaders in the local community. Naturally, the students encountered much of your work and have humbly requested your presence at the Ethics and Leadership for Youth conference this year. As a speaker at the ELY conference, you would have the opportunity to significantly impact our next generation of leaders.

[CLOSING]

Sincerely,

Jan Sanduccino, Principal

Jackson High School

Which of the following paragraphs most effectively completes the [CLOSING] section of this message?

Therefore, we would like to invite you to be the keynote speaker for the second annual ELY conference. The keynote address is scheduled for 10 a.m., Friday, April 16, in the Jackson High Memorial Auditorium. Our students would be honored by your presence. If you are able to join us, please call me at (555) 673-3333 by March 15 to make arrangements.

Therefore, we would like to invite you to be the keynote speaker for the second annual ELY conference. If you are able to join us, please call me before the middle of this month.

Why is the body (middle paragraph) of this message effective?

It builds interest and notes direct and indirect benefits.

It avoids mentioning direct benefits and demonstrates openness.

It addresses the reader by name.

Effective claim and complaint messages:

Accuse the receiver of intentionally creating the problem

Use an irrational tone

Adopt a moderate tone

Contemporary businesses have embraced leaner corporate hierarchies, simultaneously relying on teams, eliminating division walls, and blurring the lines of authority. As teams and managers are abandoning the traditional command structure, excellent persuasive skills are becoming ever more important at work. in order to improve relationships with teams and coworkers. Effective businesspeople must learn to The most striking developments, summarized in this section, are less than three decades old. Check all that apply How has persuasion changed in the digital age? Check all that apply very specific audiences Persuasive messages are targeted Persuasion is more complex and impersonal The volume and reach of persuasive messages have exploded Persuasive messages are slow to engage audiences Persuasive techniques are more subtle and misleading While delivery channels have changed, the principles of effective persuasion have not. Select the persuasion technique that is indicated by each of the following actions. Listening to people and incorporating their input to create buy-in. Recognize the power of loss Contemporary businesses have embraced leaner corporate hierarchies, simultaneously relying on teams, eliminating division walls, and blurring the lines of authority. As teams and managers are abandoning the traditional command structure, excellent persuasive skills are becoming ever more important at work. Effective businesspeople must learn to in order to improve relationships with teams and coworkers. influence The most striking developments, summ on, are less than three decades old. command Check all that apply be blunt hat apply How has persuasion chanaed in the digi be authoritative Persuasive messages are targeted to very specific audiences Persuasion is more complex and impersonal The volume and reach of persuasive messages have exploded Persuasive messages are slow to engage audiences Persuasive techniques are more subtle and misleading While delivery channels have changed, the principles of effective persuasion have not. Select the persuasion technique that is indicated by each of the following actions Listening to people and incorporating their input to create buy-in. O Recognize the power of loss O Establish credibility O Share solutions and compromise Expect and overcome resistance Select the persuasion technique that is indicated by each of the following actions. Listening to people and incorporating their input to create buy-in. Recognize the power of loss O Establish credibility O Share solutions and compromise OExpect and overcome resistance Helping the audience see the negative outcomes if they don't agree. OShare solutions and compromise O Tie facts to benefits Recognize the power of loss O Make reasonable and specific requests complexity Today, persuasive techniques are subtle, and sometimes mislead bluntness hard sell techniques Select the best choice. empathy Today's persuasive chniques are more effective when they use Save &Continue Grade it Now Continue without savine Contemporary businesses have embraced leaner corporate hierarchies, simultaneously relying on teams, eliminating division walls, and blurring the lines of authority. As teams and managers are abandoning the traditional command structure, excellent persuasive skills are becoming ever more important at work. in order to improve relationships with teams and coworkers. Effective businesspeople must learn to The most striking developments, summarized in this section, are less than three decades old. Check all that apply How has persuasion changed in the digital age? Check all that apply very specific audiences Persuasive messages are targeted Persuasion is more complex and impersonal The volume and reach of persuasive messages have exploded Persuasive messages are slow to engage audiences Persuasive techniques are more subtle and misleading While delivery channels have changed, the principles of effective persuasion have not. Select the persuasion technique that is indicated by each of the following actions. Listening to people and incorporating their input to create buy-in. Recognize the power of loss Contemporary businesses have embraced leaner corporate hierarchies, simultaneously relying on teams, eliminating division walls, and blurring the lines of authority. As teams and managers are abandoning the traditional command structure, excellent persuasive skills are becoming ever more important at work. Effective businesspeople must learn to in order to improve relationships with teams and coworkers. influence The most striking developments, summ on, are less than three decades old. command Check all that apply be blunt hat apply How has persuasion chanaed in the digi be authoritative Persuasive messages are targeted to very specific audiences Persuasion is more complex and impersonal The volume and reach of persuasive messages have exploded Persuasive messages are slow to engage audiences Persuasive techniques are more subtle and misleading While delivery channels have changed, the principles of effective persuasion have not. Select the persuasion technique that is indicated by each of the following actions Listening to people and incorporating their input to create buy-in. O Recognize the power of loss O Establish credibility O Share solutions and compromise Expect and overcome resistance Select the persuasion technique that is indicated by each of the following actions. Listening to people and incorporating their input to create buy-in. Recognize the power of loss O Establish credibility O Share solutions and compromise OExpect and overcome resistance Helping the audience see the negative outcomes if they don't agree. OShare solutions and compromise O Tie facts to benefits Recognize the power of loss O Make reasonable and specific requests complexity Today, persuasive techniques are subtle, and sometimes mislead bluntness hard sell techniques Select the best choice. empathy Today's persuasive chniques are more effective when they use Save &Continue Grade it Now Continue without savine