5 8

Effective persuasion has a form ofa dialogue.

A dialogue on participants’ opinions, fears and reservations. During persuasion the dialogue is used to get to know each other and it also becomes an instrument ofinitial negotiation. We encourage the other party to discuss factual aspects of our offer, to express an honest opinion on it as well as to propose counteroffers. It may seem too time-consuming way of achieving a goal, but it is worth remembering that effective persuasion means verifying our idea by the other party' and then on revising its content by introducing suggestions madę by the participants.

Professional persuaders not only know how to listen to the other party but also incorporate their points of view into mutually worked out ultimate solution.

The basie element of persuasion is taking other party’s point of view into consideration and using it in argumentation and formulating an offer.The point is to modify an own way of thinking.