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Interpersonal skills for cooperative user-analyst relationships: some research issues

Organizational behavior researchers recognize that an individual's effectiveness in an organization is likely to depend significantly upon his/her ability to influence or persuade others in order to accomplish assigned tasks. The ability to influence or persuade users to cooperate or comply with requests is likely to be important for systems developers as well. Based on organizational behavior literature, this article proposes assertiveness, reason, appeal to higher authority, coalition, bargaining, and friendliness as the relevent persuasion strategies in the user-analyst context.