Consensus Building: How to Persuade a Group
The paper explores strategies that the sponsor of a proposal may employ to convince a qualified majority of members in a group to approve the proposal. Adopting a mechanism design approach to communication, it emphasizes the need to distill information selectively to key group members and to engineer persuasion cascades in which members who are brought on board sway the opinion of others. The paper shows that higher congruence among group members benefits the sponsor. The extent of congruence between the group and the sponsor, and the size and the governance of the group, are also shown to condition the sponsor's ability to get his project approved. (JEL D71, D72, D83)
Volume (Year): 97 (2007)
Issue (Month): 5 (December)
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References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Nikolay Nenovsky & S. Statev, 2006. "Introduction," Post-Print halshs-00260898, HAL.
- David Spector, 2000.
"Rational Debate and One-Dimensional Conflict,"
The Quarterly Journal of Economics,
Oxford University Press, vol. 115(1), pages 181-200.
- Michael J. Fishman & Kathleen M. Hagerty, 1990. "The Optimal Amount of Discretion to Allow in Disclosure," The Quarterly Journal of Economics, Oxford University Press, vol. 105(2), pages 427-444.
- repec:hoo:wpaper:e-89-7 is not listed on IDEAS
- Watson, Joel & Bull, Jesse, 2006.
"Hard Evidence and Mechanism Design,"
University of California at San Diego, Economics Working Paper Series
qt7973v805, Department of Economics, UC San Diego.
- Bull, Jesse & Watson, Joel, 2002. "Hard Evidence and Mechanism Design," University of California at San Diego, Economics Working Paper Series qt7715f08f, Department of Economics, UC San Diego.
- Joel Watson & Jesse Bull, 2004. "Hard Evidence and Mechanism Design," Econometric Society 2004 North American Winter Meetings 433, Econometric Society.
- Klaas J. Beniers, 2004. "On the Composition of Committees," Journal of Law, Economics and Organization, Oxford University Press, vol. 20(2), pages 353-378, October.
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