Impact NegotiationsToolkit
Persuasive Processes

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.