Answer to Question 1
Answer: Although many people believe that the key to persuasion is providing a strong, logical argument, you've learned in this chapter that persuasion depends on many additional factors: strengthening your credibility, engaging your audience's emotions, and adapting to their preferences.
Adapting is particularly important when you want to persuade people from different cultures. You may need to adapt in these ways; using a different medium for persuasion, emphasizing different persuasive content, and accommodating a different decision-making process
Answer to Question 2
Answer: Persuasion is a process that involves wearing down your audience's resistance gradually. You can't expect people to overcome objections immediately, as they often need time to consider and absorb your message, your refutations, concessions, etc. Because it is a process, persuasion often requires multiple communications with each message contributing to your persuasive goal. If you know that someone does not like to be put on the spot in a live conversation, your first contact would probably not be a phone call or a face-to-face meeting. You could send an email mentioning your idea or request, and asking to schedule a phone call or meeting to discuss it more fully. This could spur a reaction with additional points of resistance you hadn't anticipated. If you are prepared for these points of resistance then you can send another email or use face-to-face conversation. Even when you view communication as a process, your first contact still does need to be persuasive. It must be persuasive enough to convince your audience to respond and continue the dialogue so you can try and swing them around to your way of thinking.
Face-to-face communication is the richest channel to relay a message from the sender to a receiver.
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International Management: Managing Across Borders and Cultures
Identify the junction nodes in the circuit shown in Figure 21-1.