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Chapter 9

S W 323K Chapter 9: Chapter 9Premium

2 pages86 viewsSpring 2018

Department
Social Work
Course Code
S W 323K
Professor
R Ambrosino
Chapter
9

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Chapter 9: Presenting and Defending Policy Proposals in Step 5 and Step 6 of Policy Analysis
Win-win negotiations that emphasize shared interests.
Hardball negotiations a policy advocate tries to best a person or group with opposing points
of view through debates
Political context strongly influences the outcomes of these grand debates
Interpersonal discussions policy briefs, speeches to large audiences, memoranda, formal
reports, debates or arguments, messages, or to mass media.
Three parties exist in adversarial debates:
The persuader
The adversary
Audience of observers
Mediators who operate between contending factions
Friendly negotiations a positive outcome is not guaranteed
Objectives can be ranked on a continuum extending from ambitious to modest.
Graphic materials graphs and slides
Two-sided arguments for critical or hostile audiences because the persuader anticipates and
defuses some criticism and therefore appears reasonable and open-minded.
Single-sided arguments more effective with audiences that share the values of the speaker.
Dissonance disrepany etween the audiene’s eliefs and the proposal
Tactical choices in presenting that help presenters make their point:
Single sided?
Two sided?
How much dissonance?
Climax?
Anticlimax?
Who should present?
Adapting the setting?
Honoring protocols
Honoring expectations
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