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.
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|Date of creation:||Dec 2007|
|Publication status:||Published in American Economic Review Papers and Proceedings, 2007, 97 (5), pp.1877-1900. <10.1257/aer.97.5.1877>|
|Note:||View the original document on HAL open archive server: https://hal-pjse.archives-ouvertes.fr/halshs-00754650|
|Contact details of provider:|| Web page: https://hal.archives-ouvertes.fr/|
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- repec:hoo:wpaper:e-89-7 is not listed on IDEAS
- Nikolay Nenovsky & S. Statev, 2006. "Introduction," Post-Print halshs-00260898, HAL.
- Bull, Jesse & Watson, Joel, 2007.
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- David Spector, 1999. "Rational debate and one-dimensional conflict," Working papers 99-09, Massachusetts Institute of Technology (MIT), Department of Economics.
- 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. Full references (including those not matched with items on IDEAS)
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