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Full-Text Articles in Interpersonal and Small Group Communication

Preferences, Structure, And Influence: The Engineering Of Consent, Witold J. Henisz Nov 2013

Preferences, Structure, And Influence: The Engineering Of Consent, Witold J. Henisz

Management Papers

I present a decision process framework that informs the design and implementation of stakeholder influence strategy. This process combines insights from agent‐based dynamic utility and dynamic network processes. Stakeholders strategically seek an outcome as close as possible to their preferred point but also wish to be on the winning side and not to pursue positions divergent from stakeholders with whom they have strong affective ties. Simulation analysis highlights important effects from embedding stakeholders within such an interdependent policymaking network. The resulting decision process framework can be used by firms to assess the likely dynamics within such a stakeholder network ...


Changing Minds: The Work Of Mediators And Empirical Studies Of Persuasion, James H. Stark, Douglas N. Frenkel Jan 2013

Changing Minds: The Work Of Mediators And Empirical Studies Of Persuasion, James H. Stark, Douglas N. Frenkel

Faculty Scholarship at Penn Law

The use of mediation has grown exponentially in recent years in courts, agencies, and community settings. Yet the field of mediation still operates to a considerable extent on folklore and opinion, rather than reliable knowledge. Mediator attempts at persuasion are pervasive in a wide variety of mediation contexts, yet “persuasion” is, for some, a pejorative word and a contested norm in the field. Perhaps as a result, there has been little, if any, evidence-based writing about what kinds of persuasive appeals might be effective in mediation, how they might operate, and how they might be experienced by disputants. In an ...