Module 4 – Case

PERSUASION

Assignment Overview

For this assignment take a close look at both the required readings and videos on general concepts of persuasion such as the main principles laid out by Cialdini (2001) or in Section 14.2 of McLean (2012). Then take a look at some of the practical guides to persuasion such as Gorman (2007) and see which one of them is the most useful for you.

Case Assignment

When you have finished carefully reading these materials, write a 4 page paper addressing the following issues:

1. Which of these readings or tutorials was the most convincing or presented the most useful information? Explain your reasoning as to why you found this source more convincing that the others.
2. Based on the ideas about persuasion that you read about in the background readings, write a memo at least one page in length to your employees trying to persuade them to cancel their weekend plans and volunteer to work next weekend. This memo shouldn’t be an “order” that they need to work on the weekend, but rather an attempt to persuade them to do so. Make sure to use both the general concepts from Cialdini (2001) or McLean (2012) as well as some of the practical persuasion guides to help you craft your memo.
3. Conclude your paper with a discussion of how your memo applied the concepts from the background materials. Be specific as to what sources you used and what sections of your memo was influenced by which source.

Assignment Expectations

• Follow the assignment instructions closely and follow all steps listed in the instructions.
• Stay focused on the precise assignment questions, don’t go off on tangents or devote a lot of space to summarizing general background materials.
• Make sure to cite readings from the background materials page. Rely primarily on the required background readings as your sources of information.
• Include both a bibliography and in-text citations. See the Student Guide to Writing a High-Quality Academic Paper, including pages 11-14 on in-text citations.

Module 4 – SLP

PERSUASION

For this assignment, review the basic concepts of persuasion discussed in Cialdini (2001) and McLean (2012). Then take a close look at the first few slides of Jernigan (2013) and make sure you are clear on the distinction between argument, persuasion, and propaganda.

Once you have finished reviewing the background materials, think about communication that you receive in your daily life that is intended to sway your attitudes, opinion, or behavior. This could be communication from your employer, YouTube videos, TV advertisements, spam email, and a host of other communication that you are exposed to in your daily life. After reviewing some communication examples, write a 3-page paper addressing the following questions:

1. Describe a communication example that you have seen that is best described as propaganda. In addition to describing the communication, explain why you think this was propaganda rather than argumentation or persuasion. Use the distinctions spelled out by Jernigan (2013) in your answer.
2. Now find a communication example that you think is a good example of argumentation. Describe the example and explain why you think it fits the definition of argumentation described by Jernigan (2013).
3. Last, but definitely not least, find an example of persuasion that you think best fits the definition of Jernigan (2013) as well as exemplifies the concepts of persuasion discussed in Cialdini (2001) or McLean (2012). Explain why you think this communication best fits the definition of persuasion rather than propaganda or argumentation.

SLP Assignment Expectations

• Follow the assignment instructions closely and follow all steps listed in the instructions.
• Stay focused on the precise assignment questions, don’t go off on tangents or devote a lot of space to summarizing general background materials.
• Make sure to cite readings from the background materials page. Rely primarily on the required background readings as your sources of information.
• Include both a bibliography and in-text citations. See the Student Guide to Writing a High-Quality Academic Paper, including pages 11-14 on in-text citations.

PreviousNext Hide DescriptionIn Module 1 you looked at a video from leader/organizational power guru Jeffrey Pfeffer. Part of your Module 4 materials are an article by Robert Cialdini and a video for which he provides some narration. As you might have guessed by now, Pfeffer and Cialdini are two of the most famous and popular authorities on power, influence, and persuasion.

In addition to experiencing Cialdini’s presentation style from his narration in the Background video, view some of his other videos on YouTube. Find at least one that discusses persuasion. Post the link to the video and share your thoughts.

After viewing at least one of Cialdini’s videos on persuasion, discuss the following in your first post during the first week of the class:

1. Who do you think is more persuasive given what you’ve read about persuasion for this module—Pfeffer or Cialdini?
2. In what ways do you think these gurus are similar or different?

Your second task for the discussion is to actually go out and try to use some of Cialdini’s techniques from his videos or the background readings. You can try them on a coworker, a family member, or even a salesperson that you are trying to coax into giving you a better deal. Did it work? How did these tactics work compared to what you tried for the Module 3 disussion? Would you try this technique again? Share your story with your classmates sometime during the second week of the module.

Applying Course Concepts

<pstyle=”color: rgb(53,=”” 53,=”” 53);=”” font-family:=”” “pt=”” sans”,=”” sans-serif;=”” font-size:=”” 13px;=”” background:=”” transparent;=”” margin-top:=”” 0.5em;=”” margin-bottom:=”” 1em;=”” padding:=”” 0px;=”” border:=”” outline:=”” 0px;”=””>Go back to the self-assessment that you took for the Module 1 discussion on power and influence skills. Based on what you’ve learned over Modules 1-4, have you met some of your goals in terms of improving your power and influence skills and knowledge? What are some areas that you plan on learning more about in your future career?In addition, explain how taking this course has given you new insights into your own profession and career. Describe two concepts from this course that you think are most applicable to your career.

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