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Persuasion Strategies

Persuasion Strategies

Researchers have tested many persuasion strategies, including the foot-in-the door and the door-in-the-face techniques, in a variety of contexts. Ultimately, the principles are effective in selling products and changing people’s attitude, ideas, and behaviors (Cialdini & Goldstein, 2004).

Decision Making: P-value Method

Decision Making: P-value Method

The process of hypothesis testing based on the P-value method includes calculating the P- value using the sample data and interpreting it.
First, a specific claim about the population parameter is proposed. The claim is based on the research question and is stated in a simple form. Further, an opposing statement to the claim is also stated. These statements can act as null and alternative hypotheses: a null hypothesis would be a neutral statement while the alternative hypothesis can have a...

Decision Making: Traditional Method

Decision Making: Traditional Method

The process of hypothesis testing based on the traditional method includes calculating the critical value, testing the value of the test statistic using the sample data, and interpreting these values.
First, a specific claim about the population parameter is decided based on the research question and is stated in a simple form. Further, an opposing statement to this claim is also stated. These statements can act as null and alternative hypotheses, out of which a null hypothesis would be a...

Routes of Persuasion

Routes of Persuasion

Persuasion is the process of changing our attitude toward something based on some kind of communication. Much of the persuasion we experience comes from outside forces. How do people convince others to change their attitudes, beliefs, and behaviors? What communications do you receive that attempt to persuade you to change your attitudes, beliefs, and behaviors?

Impression Management Techniques III: Aligning Actions

Impression Management Techniques III: Aligning Actions

Aligning actions are communicative strategies individuals employ to maintain social harmony and preserve personal identity in the face of potential disruptions to social norms. These actions are particularly important in managing social impressions when one's behavior might be seen as inappropriate, incompetent, or morally questionable.Types of Aligning ActionsThe three principal types of aligning actions are disclaimers, accounts, and apologies.DisclaimersDisclaimers are preventive; they are...

Frustration and Conflict: Approach-Approach, Approach-Avoidance

Frustration and Conflict: Approach-Approach, Approach-Avoidance

Frustration occurs when people are obstructed or prevented from achieving a desired goal or fulfilling a perceived need. For example, when someone's input is ignored in a discussion, it can lead to feelings of frustration. Conflict, however, arises from opposing interests, goals, or actions. Conflicts can take various forms based on the nature of these opposing desires or goals.
One common type of conflict is the Approach–Approach Conflict. In this case, a person faces two desirable options,...

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Related Experiment Video

Updated: Jun 21, 2026

Combining Behavioral Endocrinology and Experimental Economics: Testosterone and Social Decision Making

Combining Behavioral Endocrinology and Experimental Economics: Testosterone and Social Decision Making

Published on: March 2, 2011

Negotiation.

Leigh L Thompson¹, Jiunwen Wang, Brian C Gunia

¹Kellogg School of Management, Northwestern University, Evanston, Illinois 60208, USA. leighthompson@kellogg.northwestern.edu

Annual Review of Psychology

|July 7, 2009

Summary

This summary is machine-generated.

This review explores negotiation research across multiple levels, from individual to virtual interactions. It examines how negotiation processes impact both value creation and value claiming in various settings.

Related Experiment Videos

Last Updated: Jun 21, 2026

Combining Behavioral Endocrinology and Experimental Economics: Testosterone and Social Decision Making

Combining Behavioral Endocrinology and Experimental Economics: Testosterone and Social Decision Making

Published on: March 2, 2011

Area of Science:

Social Psychology
Organizational Behavior
Communication Studies

Background:

Negotiation is a fundamental social process essential for achieving goals when cooperation is required.
Understanding negotiation dynamics is crucial in various interpersonal, group, and organizational contexts.
Existing research provides a foundation for exploring negotiation behavior and its multifaceted outcomes.

Purpose of the Study:

To review and synthesize recent empirical research on negotiation.
To examine negotiation behavior and outcomes across five levels of analysis: intrapersonal, interpersonal, group, organizational, and virtual.
To discuss the implications of negotiation processes for value creation (integrative negotiation) and value claiming (distributive negotiation).

Main Methods:

Selective review of descriptive empirical research.
Analysis of studies from social psychology and organizational behavior.
Categorization of research by five levels of analysis.

Main Results:

Identified key negotiation research across intrapersonal, interpersonal, group, organizational, and virtual levels.
Examined negotiation processes and their impact on outcomes at each level.
Highlighted the dual functions of negotiation: integrative (value creation) and distributive (value claiming).

Conclusions:

Negotiation is a ubiquitous activity with complex dynamics across different analytical levels.
Understanding negotiation processes is vital for both creating and claiming value effectively.
This review synthesizes current knowledge and identifies areas for future research in negotiation studies.