 |  Interviewing: Principles and Practices, 11/e Charles J. Stewart,
Purdue University--West Lafayette
William B. Cash,
National Louis University--Evanston
The Persuasive Interview: The Persuader
Chapter SummaryGood persuasive interviews are ones in which both parties are actively involved, not speeches given to an audience of one but interpersonal interactions in which both parties must speak and listen effectively. The guiding principle is that persuasion is done with not done to another party.
Good persuasive interviews are honest endeavors conducted according to fundamental ethical guidelines. They are not games in which the end justifies the means or buyer beware is a guiding principle. The appeal should be to both the head and the heart rather than relying on emotional hot buttons that will override critical thought and decision making.
Good persuasive interviews are carefully researched, planned, and structured, yet they remain flexible enough to meet unforeseen reactions, objections, and arguments. The goal is to adapt the persuasive effort to this persuadee rather than create a generic interview minimally adapted to a broader audience or clientele. The persuader develops, supports, and documents important reasons for a change in thinking, feeling, or acting and presents a detailed solution that meets criteria agreed upon by both parties. Except in simple efforts, persuasion is seldom a "one-shot" effort but entails several contacts in which the persuader and persuadee reach incremental agreements.
|
|
2006 McGraw-Hill Higher Education