Resistance and Persuasion - Softcover

Softcover

ISBN 10: 0805844872 ISBN 13: 9780805844870

Publisher: Lawrence Erlbaum, 2003

Synopsis

Resistance and Persuasion is the first book to analyze the nature of resistance and demonstrate how it can be reduced, overcome, or used to promote persuasion. By examining resistance, and providing strategies for overcoming it, this new book generates insight into new facets of influence and persuasion. With contributions from the leaders in the field, this book presents original ideas and research that demonstrate how understanding resistance can improve persuasion, compliance, and social influence. Many of the authors present their research for the first time. Four faces of resistance are identified: reactance, distrust, scrutiny, and inertia. The concluding chapter summarizes the book's theoretical contributions and establishes a resistance-based research agenda for persuasion and attitude change. This new book helps to establish resistance as a legitimate sub-field of persuasion that is equal in force to influence.

Resistance and Persuasion offers many new revelations about persuasion:

*Acknowledging resistance helps to reduce it.

*Raising reactance makes a strong message more persuasive.

*Putting arguments into a narrative increases their influence.

*Identifying illegitimate sources of information strengthens the influence of legitimate sources.

*Looking ahead reduces resistance to persuasive attempts.
This volume will appeal to researchers and students from a variety of disciplines including social, cognitive, and health psychology, communication, marketing, political science, journalism, and education.

About this title

Review:

'Kearns wants management in general, and human resource management in particular, to professionalize ... those who suffer from bad decision making are not the decision-makers but the rank-and-file employees ... This makes the professionalization project Kearns outlines imperative.' Professor Jeffrey Pfeffer, Stanford University USA 'This is an important book that provides a positive road map for the future of the H.R. profession. Its importance lies in its willingness to address the big questions: why has Human Resources been at the crossroads for over a decade? What does it mean to operate as an H.R. professional? How can H.R. apply evidence based practice to be more systematic in its priorities and evaluate the business impact of its activities? The book, a combination of analysis, argument and anecdote, check-lists and case studies, ranges far and wide in exploring the debate about the role of Human Resources, the nature of professionalism and the utilisation of evidence based practice. Professional HR is also a refreshingly authentic book that provides a candid insight into the connections between academic research, consultancy activity and H.R. practice. Paul Kearns takes on with insight and courage: snake-oil consultancies selling solutions of dubious value; the academics that gave their blessing to any number of flawed research wheezes; those H.R. practitioners who valued prize winning more than the implementation of processes that "worked"; and the various professional bodies that stood on the side-lines rather than a take a lead in raising and reinforcing standards. For some, this book - with its willingness to "name and shame" several of the players who contributed to H.R.'s current reputation - will be an awkward reminder of a past that missed opportunities to establish Human Resources as a critical component of organisational success. For the emerging H.R. practitioner who wants to make a positive impact through a combination of a professional ethos and evidence based practice, Professional HR will be indispensable reading.' Andrew Munro, Director of AM Azure Consulting 'Kearns' book is a timely reminder that neither precise, legally enforceable regulations nor reliance on human moral points of failure can address the paucity of moral courage and deliberate systemic myopia of our political and corporate leaders, or of academic experts. What he is seeking is a widening of the purpose of management to include value to society, humanity and stewardship and to resist the corrosive effects of relying on narrow performance measures like profit. Kearns is advocating that his brand of professionalism be central to organisational life. He asks the right questions, itself doubtless a process of testing hypotheses and paying attention to the quality and relevance of data, blending critique of methodology with topical examples and practical checklists. Kearns' Professional HR, to be sure, is worthy of a wide managerial readership.' Dr Wilson Wong, Academic Fellow CIPD 'Professional HR is every bit as ground breaking as his previous book HR Strategy: Creating Business Strategy with Human Capital. Kearns' new work points out clearly that the lack of professionalism and standards are destroying the public's faith in business, and in many cases, businesses themselves. He makes it clear that evidence-based professional HR management is the way to stem the tide. This book is a blueprint for training a new generation of true HR professionals.' Patricia Turnham, Kaplan University, USA 'Amidst the fallout of a deep economic depression, the malaise organisations find themselves operating within affords a very real opportunity for HR professionals. HR has the chance to become what it has failed to do since its strategic aspirations were first voiced in the 1990's; the chance to become a value proposition for organisations. This value proposition is about demonstrating that the very best people management is a route to healthy, vibrant and sustainable organisations that produce real value for all stakeholders. Paul Kearns' book shows how and why HR professionals should take this opportunity and reposition both themselves and their own organisations to succeed in the 21st Century.' Stuart Woollard, Kings College London, UK 'In this book Paul Kearns provides a compelling vision for the future of the HR professional and the HR profession. This vision challenges the HR professional to approach their role in a far more reflective and evidence based way. Kearns provides a convincing prescription for how a more professional and mature HR practitioner can deliver on the potential and value of human capital which remains untapped in many organisations.' Prof. David Collings, Professor of HRM, Dublin City University, Editor, Human Resource Management Journal.

About the Author:

Paul Kearns is a career HR practitioner and founder of the PWL consultancy. He has specialized in HR measurement, metrics and evaluation for over 20 years and delivers Masterclasses and keynote conference presentations around the world. He teaches HR Strategy at MBA level and is a leading authority on evidence-based HR and human capital reporting. He is now the British Standards Institute's Principal Expert on international HR standards and Chair's the UK's National Committee

About this edition

• Publisher: Lawrence Erlbaum
• Publication date: 2003
• ISBN 10: 0805844872
• ISBN 13: 9780805844870
• Binding: Paperback
• Edition number: 1
• Number of pages: 352
• Editor: Knowles Eric S., Linn Jay A.