The relative effectiveness of persuasion tactics in auditor–client negotiations

In this study, we examine the effectiveness of four persuasive arguments that auditors may use to convince clients to accept their desired position in auditor–client negotiations. In addition, we investigate how the style in which the argument is communicated by the auditor impacts its effectiveness...

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Veröffentlicht in:	Accounting, organizations and society organizations and society, 2011-11, Vol.36 (8), p.534-547
Hauptverfasser:	Perreault, Stephen, Kida, Thomas
Format:	Artikel
Sprache:	eng
Schlagworte:	Accounting Auditing Auditors Client relationships Clients Communication Customers Documents Negotiations Organizations Persuasion Preferences Strategic behaviour Studies Tactics Training
Online-Zugang:	Volltext
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