Course: CMM 128 Interviewing Practices

Lecture Notes

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Strategies

There are many persuasive strategies you might use when persuading someone.  Below are a few of these.  The first three deal with relating your proposal to someone or something valued by the interviewee.  The next two strategies deal with the size of your initial request.

Name | Definition/Description | Example
Identification | Relating your proposal to yourself. If the interviewee likes you and you endorse the proposal then so will the E. | "I think this proposal is a great idea."
Association | Relating your proposal to someone or something that the interviewee likes. | "The E.P.A. thinks this proposal is a good idea."
Bandwagon | Relating your proposal to the fact that everyone (or a large number of people) endorse the proposal. | "This is the most popular unit we have."
Foot-in-the-door | Starting with a small request and building on it. | Start by asking if you could provide a free home inspection of their system. If you find a problem, offer to provide the part and fix the problem but point out that this will only prolong the life of the unit for a short time. Inform the person of a sale you’re having right now that could replace the unit now so they would not have to worry about it.
Door-in-the-face | Starting with a large request, getting rejected, and then making progressively smaller requests. | Suggest the most expensive unit you have with an extended warranty and a service plan. If that is too much, offer a less expensive unit or provide a price without the extended warranty. If that is too much, offer a still cheaper unit and take off the service plan.
Fear Appeals | The use of fear to persuade a person to take action. The fear works best if it is directed at someone that the E cares about rather than directed at the E himself or herself. | You should get a humidifier so your children don’t develop asthma and your pets don’t hate you every time you touch them and give them a shock.