
Persuasive Processes
Follow procedures that will feel fair
Persuade with legitimacy
Use Case: Persuade others and claim value
Purpose
Reach mutually agreeable solutions through processes that parties accept as fair, even if they cannot agree on specific references to legitimize options.
When to Use
After exploring potential sources of legitimacy, if parties cannot find mutually acceptable references to use, a procedure perceived as fair can help move toward agreement. It can also be the choice from the start to determine how to split the pie.