Key Concepts: Chapter 10

The Persuasive Interview

Comprehension of the following key concepts is important to your progress toward content mastery. The definitions provided here, along with additional examples, can be found in the text, Interviewing Principles and Practices, by Stewart and Cash. Consider these terms and how their definitions match your current conceptions of these ideas.

Consider reviewing the Cash-Stewart Interviewing model here

The persuasive interview:

moves the interviewer to be an advocate for a product service, organization client, or belief, not to remain neutral or noncommmittal.

The ethics of persuasion:

A variety of codes and guidelines are offered to assist interviewees and interviewers in evaluating the ethicality of the persuasive effort. Common consideration includes fairness, honesty, and safety.

Five interrelated conditions for persuasion:

The possibility of persuasive success is considerably improved if the effort considers these five conditions -

• The proposal satisfies an urgent need, and
• The proposal and persuader are consistent with the interviewee's beliefs, attitudes, and values, and
• The proposal is feasible, workable, practical, and affordable, and
• Objections are outweighed by the benefits, and
• No better alternative course of action is available.

Persuasive interview model:


 Click here 

Consider visiting the links below to investigate more thouroughly a code of ethical conduct.

• Public Relaions Society of America - Code of Ethics
• The International Coucil of Museums - Code of Ethics
• Software Engineering Code of Ethics and Professional Practice
• National Association of REALTORS® Code of Ethics and Standards of Practice
• National Management Association - Code of Ethics

Materials are borrowed from Interviewing Principles and Practices, by Stewart and Cash.

Developed by David Bodary, Comments and Suggestions
Last modified: December 26, 2000