Undergrad Management Communication - Persuasion - Edubirdie

University:
Massachusetts Institute of Technology
Course:
15.501/516 | Accounting
Academic year:

2023
Views:

415

Pages:

5
Author:

Ignidegixmun

Testing the Evidence • What is the source of the evidence? Is the source valid and credible? • Is the evidence accurate, current and relevant? • Have the statistics been evaluated properly? • Are facts distinguished from inferences or opinions? Communication for Managers Testing Reasoning • Is the evidence cited sufficient to produce a valid conclusion? • Are the instances used as evidence typical? • Are negative instances accounted for? • Are causes and effects adequately linked? Communication for Managers Building Evidence into Arguments Overall argument Subargument or key message #1 Evidence Evidence Subargument or key message #2 Evidence Evidence Communication for Managers Subargument or key message #3 Evidence Evidence Presenting the Argument: One or Two Sided? Negative Two Sided Audience Bias Yes Positive or Neutral Opposition Expected No One Sided Communication for Managers Techniques of Persuasion • Building common ground • Getting a “foot in the door” • Establishing reciprocity • “Band-wagoning” • Liking • Creating obedience to authority Communication for Managers

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