Questions to answer !!!

Scenario One You learn that your college roommate will be spending a semester abroad. Just as you begin planning a new and better arrangement of your room, your RA knocks on your door. Standing beside him is someone who is, from the looks of it, not going to be a lot of fun: the thick-rimmed glasses, the pocket protector, the skin color suggesting little if any time spent outdoors. You keep your stereotypes to yourself and hope for the best. Unfortunately, your expectations are met. Pat rarely talks, leaves the room, or spends time with anyone or anything besides the books and computer. You’d like to see Pat have a little bit of fun, but you’re afraid that your offer will be declined, only adding to the tension in the room. Tomorrow night is movie night at your college, when a relatively recent film is shown for free in the main auditorium on campus. Perhaps, if your persuasion attempt follows the ACE Theory, you might be successful. Use the following worksheet to prepare a script for what you would say or do to convince Pat to take a break from the books and join you in a movie.

Appropriateness (What is typical, common, or accepted practice for similar others?) ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________ Consistency (In what ways might going to the movies align with Pat’s behaviors or beliefs?) ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________

Effectiveness (How would going to the movie result in a positive outcome for Pat?) ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________

Scenario Two You just received a fabulous invitation to study and work abroad for one year. This opportunity couldn’t be more perfect. Your parents support the idea (especially considering one of your uncles lives in the same European town) and have agreed to pay the costs associated with it. It’s what you’ve always wanted to do, and it supports your goal of appearing more worldly to potential employers. And you’ll even get paid—however modestly—for part-time work you’ll perform while there. Everything about the situation is ideal . . . except that one of the employees in the advising office lets you know that only about half of the credits will transfer and count toward your degree, partly because your school doesn’t currently have an official study abroad program. Use the ACE model to plan how you will try to persuade the advising office to agree to award you the maximum credit possible for successfully completing your study/work abroad opportunity. Appropriateness (What is typical, common, or accepted practice for similar schools?) ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________ Consistency (In what ways might granting the credit align with the school’s goals or objectives?) ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________ Effectiveness (How would approving your request result in a positive outcome for the advising office and/or school?) ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________

Scenario Three You work at an insurance firm consisting of approximately 150 employees, with most involved in desk work. You would like to convince the owner that an exercise/wellness program should be added to the workplace. The owner is a man in his mid-50s and is highly concerned with attendance and productivity. Use the worksheet to script out how the ACE Theory could help you in being successful in your persuasion attempt.

Appropriateness (What is typical, common, or accepted practice for similar others?) ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________ Consistency (In what ways might developing an exercise/wellness program align with the owner’s behaviors or beliefs?) ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________

Effectiveness (How would developing an exercise/wellness program result in a positive outcome for the owner?) ________________________________________________________________________________ ________________________________________________________________________________ ________________________________________________________________________________