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Coalition Formation
involves garnering the support of others, such as another agency or firm. Thus, before
airline deregulation in the late 1970s made this tactic illegal, airlines pooled some
financial resources in a "Mutual Aid Pact." If one airline’s workers went
on strike, it could draw funds from the Mutual Aid Pact and survive the strike. By joining
together, the normally competing airlines could cooperate and each could have more funds
available for surviving during a work stoppage.
Another example: If production workers went on strike and
could also convince maintenance workers to stage a "sympathy strike," then their
combined strike might be more powerful (and persuasive) than the production strike alone.
Threatening to Appeal to
Higher Authority may enhance your bargaining position. When you return a
defective product, if the customer service representative is unwilling to give you a
refund, asking to see the manager may cause him to reconsider his position.
Similarly, Appeals from Higher Authority
may be persuasive. True story: When in high school, William once applied
for a summer job with the City Board of Education. His dad was good friends with the Superintendent of
Public Schools in the community. So they approached the Superintendent and asked him for a
letter of reference. The Superintendent gladly wrote a letter of reference; in
it, he appealed to the Personnel Director to hire William. This "appeal"
from the higher authority was persuasive enough that the Personnel Director
hired William on the spot.
Finally, Exchange may be useful at times. "If
I give you X, will you give me Y?" Proposing such an exchange may work, especially if
you are offering something of unique value (e.g., expertise) that the other person wants.
It may also be effective if you are discussing an issue that neither of you feel
particularly strongly about – you just want to get something for your
concessions and not leave empty-handed.
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Review
question: |
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You bought a defective hedge
trimmer at a local retailer, but the store won’t give you a refund. You discover that
ten of your neighbors also bought the same brand of defective trimmer, so the group goes en
masse to the store for refunds. When the clerk refuses, the group asks for the
manager, who advises the clerk to grant their request. You have just used which persuasion
techniques? |
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logical reasoning and ingratiation |
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asking questions and ingratiation |
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coalition formation and appeals to higher
authority |
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coalition formation and ingratiation |
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