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Consensus building: How to persuade a group

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  • Bernard Caillaud

    (PSE - Paris-Jourdan Sciences Economiques - CNRS : UMR8545 - École des Hautes Études en Sciences Sociales (EHESS) - École des Ponts ParisTech (ENPC) - École normale supérieure [ENS] - Paris)

  • Jean Tirole

    (GREMAQ - Groupe de recherche en économie mathématique et quantitative - CNRS : UMR5604 - Université des Sciences Sociales - Toulouse I - École des Hautes Études en Sciences Sociales (EHESS) - Institut national de la recherche agronomique (INRA) : UMR, IDEI - Institut d'économie industrielle - Université Toulouse I (UT1) Capitole, MIT - Massachusets Institute of Technology - MIT)

Abstract

Many decisions in private and public organizations are made by groups. The paper explores strategies that the sponsor of a proposal may employ to convince a qualified majority of group members to approve the proposal. Adopting a mechanism design approach to communication, it emphasizes the need to distill information selectively to key members of the group and to engineer persuasion cascades in which members who are brought on board sway the opinion of others. The paper unveils the factors, such as the extent of congruence among group members and between them and the sponsor, and the size and governance of the group, that condition the sponsor's ability to maneuver and get his project approved.

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Bibliographic Info

Paper provided by HAL in its series PSE Working Papers with number halshs-00590459.

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Date of creation: Jul 2006
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Handle: RePEc:hal:psewpa:halshs-00590459

Note: View the original document on HAL open archive server: http://halshs.archives-ouvertes.fr/halshs-00590459
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Related research

Keywords: group decision-making ; selective communication ; persuasion cascade ; internal and external congruence;

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References

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