interpersonal/Contextual Characteristics Exercise 8-3 Back to the Future Your parents own a small print shop, one that had been passed down from one of their parents during the BC (before computers) period. Inventory and sales records are kept in notebooks or on cards filed in shoeboxes. Customers' names and numbers are listed on cards in a Rolodex file. The 350 annual Christmas cards are sent by one employee hand- addressing the envelopes. While technology has changed, things in the print shop have not. You are home over winter break and wish to apply some of your technology-based knowledge and skill to improve things in the print shop. You know of several computer systems and software applications that can keep track of customers, sales, and inventory all at the touch of a button. Send a letter to only those customers in a particular city? A piece of cake almost anywhere else, but not at your parents' shop. You explain the value of computers to them, but they insist that all is well in the print shop. Besides, they tell you, "If it ain't broke, why fix it?" To convince them to adopt (and use!) the kind of computer system you know will benefit them, you decide to apply the six steps of persuasion. Use the worksheet below to develop a script for what you'll say and do to address each of the six steps of persuasion: Understand others' motivations and needs Establish credibility Frame for common ground Engage in joint problem solving Support preferred outcome with logic and reasoning (and benefits) Reinforce with appeal to emotions and basic instincts

Exercise 8-3 Back to the Future Your parents own a small print shop, one that had been pased down from one of their parents during the BC (before computers) period. Inventory and sales reconds are kept in notebooks or en cards filed in shoeboxes. Customers numes and numbers are listed on cards in a Rolodes file. The 350 annual Christmas cards are sent by one employee hand: addressing the envelopes. While tuchnology has changed, thingsin the print shop have not. You are home over winter break and wish to apply some of your tectunology-based knowledge and skill to improve things in the print shop. You know of several computer systems and software applications that can keep track of customens, sales, and inventory all at the touch of a button. Send a letter to only those customers in a particular city? A piece of cake almost anywhere else, but not at your parents' shop. You explain the value of computers to them, but they insist that all is well in the print shop. Besides, they tell you, "If it ain't broke, why fix it?" To convince them to adopt (and usel) the kind of computer system you know will benetit them, you decide to apply the six steps of persuasion. Use the worksheet below to develop a script for what you'tl say and do to address each of the six steps of persuasion: Understand other' motivations and needs Establish credibility Frame for common ground Engage in joint problem solving Support preferred outcome with logtic and reasoning (and benefits) Reinforce with appeal to emotions and basic instincts Exercise 8-3 Back to the Future Your parents own a small print shop, one that had been pased down from one of their parents during the BC (before computers) period. Inventory and sales reconds are kept in notebooks or en cards filed in shoeboxes. Customers numes and numbers are listed on cards in a Rolodes file. The 350 annual Christmas cards are sent by one employee hand: addressing the envelopes. While tuchnology has changed, thingsin the print shop have not. You are home over winter break and wish to apply some of your tectunology-based knowledge and skill to improve things in the print shop. You know of several computer systems and software applications that can keep track of customens, sales, and inventory all at the touch of a button. Send a letter to only those customers in a particular city? A piece of cake almost anywhere else, but not at your parents' shop. You explain the value of computers to them, but they insist that all is well in the print shop. Besides, they tell you, "If it ain't broke, why fix it?" To convince them to adopt (and usel) the kind of computer system you know will benetit them, you decide to apply the six steps of persuasion. Use the worksheet below to develop a script for what you'tl say and do to address each of the six steps of persuasion: Understand other' motivations and needs Establish credibility Frame for common ground Engage in joint problem solving Support preferred outcome with logtic and reasoning (and benefits) Reinforce with appeal to emotions and basic instincts