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Consensus building: How to persuade a group

Author

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  • Bernard Caillaud

    (PJSE - Paris-Jourdan Sciences Economiques - ENS Paris - École normale supérieure - Paris - EHESS - École des hautes études en sciences sociales - ENPC - École des Ponts ParisTech - CNRS - Centre National de la Recherche Scientifique)

  • Jean Tirole

    (GREMAQ - Groupe de recherche en économie mathématique et quantitative - UT1 - Université Toulouse 1 Capitole - INRA - Institut National de la Recherche Agronomique - EHESS - École des hautes études en sciences sociales - CNRS - Centre National de la Recherche Scientifique, IDEI - Institut d'économie industrielle - UT1 - Université Toulouse 1 Capitole, MIT - Massachusetts Institute of Technology)

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.

Suggested Citation

  • Bernard Caillaud & Jean Tirole, 2006. "Consensus building: How to persuade a group," PSE Working Papers halshs-00590459, HAL.
  • Handle: RePEc:hal:psewpa:halshs-00590459
    Note: View the original document on HAL open archive server: https://halshs.archives-ouvertes.fr/halshs-00590459
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    References listed on IDEAS

    as
    1. repec:cup:apsrev:v:84:y:1990:i:01:p:149-163_19 is not listed on IDEAS
    2. repec:hoo:wpaper:e-89-7 is not listed on IDEAS
    3. Nikolay Nenovsky & S. Statev, 2006. "Introduction," Post-Print halshs-00260898, HAL.
    4. Bull, Jesse & Watson, Joel, 2007. "Hard evidence and mechanism design," Games and Economic Behavior, Elsevier, vol. 58(1), pages 75-93, January.
    5. 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.
    6. David Spector, 2000. "Rational Debate and One-Dimensional Conflict," The Quarterly Journal of Economics, Oxford University Press, vol. 115(1), pages 181-200.
    7. 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)

    More about this item

    Keywords

    group decision-making; selective communication; persuasion cascade; internal and external congruence; décision collective; communication; persuasion; congruence;

    JEL classification:

    • D71 - Microeconomics - - Analysis of Collective Decision-Making - - - Social Choice; Clubs; Committees; Associations
    • D72 - Microeconomics - - Analysis of Collective Decision-Making - - - Political Processes: Rent-seeking, Lobbying, Elections, Legislatures, and Voting Behavior
    • D83 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Search; Learning; Information and Knowledge; Communication; Belief; Unawareness

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