3.3: What are Persuasive Interviews?
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Students of communication are often taught about Aristotle’s Triad, which include ethos, pathos and logos. Implementing these persuasive appeals in a persuasive speech is a common practice. Utilizing persuasive appeals as well as other techniques can also be applied to persuasive interviewing. A persuasive interview involves an interviewer whose goal is to persuade an interviewee to make a choice at the end of the interview. Approaching a persuasive interview requires a thorough understanding of the elements of persuasion as well as the interviewee’s past experiences with the product, position, or perspective.
Persuasive interviewers must be ethical in the way they ask questions, explain their position and allow the time and space for the interviewee to make a decision. Building rapport takes center stage in this type of interview. An effective persuasive interviewer must also anticipate objections and hesitations on the part of the interviewee. Being an ethical communicator is imperative.