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Persuasive Arguments Theory

 

Explanations > Theories > Persuasive Arguments Theory

Description | Example | So What? | See also | References 

 

Description

Before meeting in a group, members of the group will develop arguments to support their positions. To sway others, the arguments will tend to be more extreme. In the end, one argument will win and the group will find itself supporting an extreme decision.

Example

Company strategists often frame competitors and the general business environment in very alarming terms in order to shock managers into accepting their radical ideas.

So what?

Using it

Before the meeting, meet with others and persuade them to your point of view.

Defending

Before the meeting, meet with others to learn their point of view and encourage moderation.

See also

Risky Shift Phenomenon, Group Polarization Phenomenon

 

References

Pruit (1971)

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