000			01632naa a2200193uu 4500
001			7100917214010
003			OSt
005			20190211163210.0
008			071009s2007 xx ||||gr |0|| 0 eng d
100	1		_aJENSEN, Jason L _95193
245	1	0	_aGetting one´s way in policy debates : _binfluence tactics used in group decision - making settings
260			_aMalden, MA : _bBlackwell Publishers, _cMarch / April 2007
520	3		_aThis study moves beyond traditional approaches to public administration and public policy decision making to consider how interpersonal influence tactics affect policy decisions in group decision-making settings. Decision makers reported their own use of interpersonal influence tactics to achieve policy objectives, as well as those used against them. Responses were compared to individual decisions made over the course of policy-formulation meetings. The results indicate that the most popular techniques were inspirational appeals and rational persuasion. The most effective techniques for influencing participants varied according to the type of decision to be made: During the visioning process, coalition tactics and inspirational appeals proved most effective; for more concrete decisions about current issues, rational persuasion, inspirational appeals, and consultation influenced decisions
590			_aPublic administration review PAR
773	0	8	_tPublic Administration Review: PAR _g67, 2, p. 216-227 _dMalden, MA : Blackwell Publishers, March / April 2007 _xISSN 00333352 _w
942			_cS
998			_a20071009 _b1721^b _cTiago
998			_a20090608 _b1723^b _cmayze
999			_aConvertido do Formato PHL _bPHL2MARC21 1.1 _c24742 _d24742
041			_aeng