Page 242 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills

Notes Power is a neutral tool which can be used for positive or negative outcomes. I found from my
research that when power is treated as an opportunity to do good for others and the organization,
everyone benefits. In many respects power is like love, the more it is shared, the more it grows.
Many managers have trouble sharing power for fear they are giving away a scarce resource and
once power is given away it is lost.

11.6 Leveraging Power through Persuasion

Principles of persuasion that can be used to alter the other party’s viewpoint:
1. Frame the question that is vital present it in the most favorable light
2. Marshal persuasive arguments to answer that question

3. Choose the most persuasive argument to support your position
4. Match nonverbal communication to the verbal

Figure 11.1
THINKING
(Intellect)

AUDITOR SHAKER

INTROVERT EXTROVERT
(Introversion) (extroversion)

SHARER COMMUNICATOR

FEELING
(Openness)

11.6.1 Creating Persuasive Arguments

2300 years ago, Aristotle wrote down the secret to being a persuasive speaker, the secret which
forms the basis for nearly every public speaking book written since then.

Do you know the secret?

If you don’t, you might be wondering what a 2300-year-old theory has to do with public speaking
in the year 2010. In a word—everything!

In this article, you’ll learn what ethos, pathos, and logos are (the secret!), and what every speaker
needs to understand about these three pillars of public speaking.
What are Ethos, Pathos, and Logos?

In simplest terms, they correspond to:
 Ethos: credibility (or character) of the speaker
 Pathos: emotional connection to the audience

 Logos: logical argument

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