文档介绍：McGraw-Hill/Irwin?2004TheMcGraw-panies,Inc.,-Hill/Irwin?2004TheMcGraw-panies,Inc.,:anizingModel?:—-Hill/Irwin?2004TheMcGraw-panies,Inc.,:anizingModel?,suggeststhattherearetwogeneralpathsbywhichpeoplearepersuaded.?ursconsciouslyandinvolvesintegratingthemessageintotheindividual'spreviouslyexistingcognitivestructures.?Thesecondroutetopersuasion,theperipheralroute,ischaracterizedbysubtleMcGraw-Hill/Irwin?2004TheMcGraw-panies,Inc.,:TheMessageandItsDelivery?Factsandideasareclearlyimportantinchanginganotherperson'sopinionsandperceptions,anized,andpresented.?Therearethreemajorissuestoconsiderwhenconstructingamessage:thecontentofthemessage,thestructureoftheMcGraw-Hill/Irwin?2004TheMcGraw-panies,Inc.,-1?(1)'srealneedsandconcerns,themorehecananticipatetheother'sobjectionsandstructurethepresentationtocounteractthem.?(2)FrametheMessageSotheOtherPartywillSay“Yes”IfyoucangettheotherpartytoMcGraw-Hill/Irwin?2004TheMcGraw-panies,Inc.,-2?(3)MaketheMessageNormativePeoplearemotivatedtobehaveconsistentlywiththeirvalues,thatis,theirreligious,social,,ordancebothwithhervaluesandwithsomehighercodeofconduct.?(4)Suggestan“AgreementinPrinciple”Principlessoundgood,andmostpeoplemayagreewithwhattheyadvocate,McGraw-Hill/Irwin?2004TheMcGraw-panies,Inc.,-1?(1)One-andTwo-SidedMessagesOnesideapproach:manypeopledealwiththisp