11-09-2015, 02:39 PM
A description of the 5 phases follows:
Introduction - The key of the introduction is you’re getting the attention of the party to be persuaded (the prospect). It doesn’t have to be a literal introduction. You may already know one another. The idea is that the person is intrigued at least enough to listen. A skilled persuader can also set an “up-front contract” during the introduction, which is really a set of ground rules so that what follows proceeds in a productive manner. The most common pitfall in persuasion is not a “No” but a blow-off where the prospect gives a non-commital answer such as, “Let me think about it.” The up-front contract establishes the expectation of a direct answer.
Discovery - This is where the persuader gathers the necessary information in order to formulate a proposition to get prospect to agree to what the persuader is after. This involves discovering the prospect’s relevant likes, dislikes, and motives. In a classic persuasion attempt, this is done through conversation. Often it is direct questioning, but it might also be more subtle with the persuader relying on skills that allow him to “read” the prospect. In a quest or an investigation/mystery type of scenario, however, the information gathering might very well happen outside of the prospects presence and may rely more on adventuring skills rather than people skills. A skilled persuader will summarize the relevant information learned and pose it in the form of a question to the prospect. The prospect’s answer tells the persuader whether the discovery phase is over or not.
Presentation - Once the persuader knows what will work to convince the prospect, the persuader must then make his “pitch” to effectively communicate the proposition. Good communication is generally streamlined and to the point, not full of flowery, poetic language. Though in certain situations, the latter may be necessary as per etiquette, customs, or class dictates. The persuader should avoid presenting extraneous information. He need not present every last detail of the proposition. Only the parts that pertain to the relevant likes and dislikes of the prospect. If this is done exceptionally well, it is possible that success will be determined here with no need to go through the further steps.
Elaboration - After hearing the pitch, the prospect may have some questions. It is almost certain he will if either the presentation was lacking or the discovery phase failed to turn up a crucial bit of information. Depending how damaging the questions are to the proposition, the persuader may have to revisit the discovery phase and find a way to re-pitch. But if the proposition is indeed a good fit for the prospect and the persuader answers all the questions skillfully, the interaction will draw to a close with favorable results.
Close - Here the persuader asks for the agreement. This could be sealed by a trading of goods, a signature on a contract, a handshake, a toast, a blood ritual, or anything else fitting to the precise situation. If the persuader fails to get agreement at this stage, he can fall back to the discovery phase again to try to salvage the deal.
A graphic of a flow-chart would be nice to illustrate how to navigate between the different phases, but assume a skill check is called for at the end of each phase. The following table shows which phase to go to depending upon the dice roll.
Introduction
Introduction - The key of the introduction is you’re getting the attention of the party to be persuaded (the prospect). It doesn’t have to be a literal introduction. You may already know one another. The idea is that the person is intrigued at least enough to listen. A skilled persuader can also set an “up-front contract” during the introduction, which is really a set of ground rules so that what follows proceeds in a productive manner. The most common pitfall in persuasion is not a “No” but a blow-off where the prospect gives a non-commital answer such as, “Let me think about it.” The up-front contract establishes the expectation of a direct answer.
Discovery - This is where the persuader gathers the necessary information in order to formulate a proposition to get prospect to agree to what the persuader is after. This involves discovering the prospect’s relevant likes, dislikes, and motives. In a classic persuasion attempt, this is done through conversation. Often it is direct questioning, but it might also be more subtle with the persuader relying on skills that allow him to “read” the prospect. In a quest or an investigation/mystery type of scenario, however, the information gathering might very well happen outside of the prospects presence and may rely more on adventuring skills rather than people skills. A skilled persuader will summarize the relevant information learned and pose it in the form of a question to the prospect. The prospect’s answer tells the persuader whether the discovery phase is over or not.
Presentation - Once the persuader knows what will work to convince the prospect, the persuader must then make his “pitch” to effectively communicate the proposition. Good communication is generally streamlined and to the point, not full of flowery, poetic language. Though in certain situations, the latter may be necessary as per etiquette, customs, or class dictates. The persuader should avoid presenting extraneous information. He need not present every last detail of the proposition. Only the parts that pertain to the relevant likes and dislikes of the prospect. If this is done exceptionally well, it is possible that success will be determined here with no need to go through the further steps.
Elaboration - After hearing the pitch, the prospect may have some questions. It is almost certain he will if either the presentation was lacking or the discovery phase failed to turn up a crucial bit of information. Depending how damaging the questions are to the proposition, the persuader may have to revisit the discovery phase and find a way to re-pitch. But if the proposition is indeed a good fit for the prospect and the persuader answers all the questions skillfully, the interaction will draw to a close with favorable results.
Close - Here the persuader asks for the agreement. This could be sealed by a trading of goods, a signature on a contract, a handshake, a toast, a blood ritual, or anything else fitting to the precise situation. If the persuader fails to get agreement at this stage, he can fall back to the discovery phase again to try to salvage the deal.
A graphic of a flow-chart would be nice to illustrate how to navigate between the different phases, but assume a skill check is called for at the end of each phase. The following table shows which phase to go to depending upon the dice roll.
Introduction
- Fumble - Persuasion Failure.
- Failure - Persuasion Failure.
- Success - Proceed to Discovery.
- Critical - Proceed to Discovery with bonus.
- Fumble - Persuasion Failure
- Failure - Core concern not discovered. Move on to Presentation with penalty
- Success - Core concern discovered. Move on to Presentation.
- Critical - Positive impression made. Move on to Presentation with bonus
- Fumble - Persuasion Failure
- Failure - Go back to Discovery
- Success - Go forward to Elaboration
- Critical - Skip to Close.
- Fumble - Persuasion Failure
- Failure - Go back to Discovery
- Success - Go forward to Close
- Critical - Persuasion attempt successful.
- Fumble - Persuasion Failure
- Failure - Go back to Discovery
- Success - Persuasion attempt successful.
- Critical - Persuasion attempt successful.