March 27 notes - Change I Creating change A People want consistency Miller Lite If an athlete liked it you will like it Got Milk Famous people Nike

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Change I. Creating change A. People want consistency Miller Lite- If an athlete liked it you will like it Got Milk? – Famous people Nike- Tiger Woods We like the famous person, they love something, we should love it too God term- “Honesty, faithfulness, truthfulness” Next time you want to persuade someone use a God term. “I want to go ot Hawaii mom” She asks why, you say “It’ll help my health and safety” “If you love me, you would do this with me” How to fight a God term- “Yes it would be healthy and safe but we would go BROKE if we did this” B. People don’t want to be forced; don’t push too hard Pursuade- “I bet I can hug you tighter” or “I bet I can beat you to the car” Sometimes you push too hard and people push back II. Manipulating Messages A. Evidence Want new evidence, not something everyone already knows The more you see it the less impact it has Evidence must be understandable, otherwise it has no impact Evidence must be believable, if you don’t believe it, it doesn’t matter if it is accurate or not. B. Fear Appeals Don’t go over board with fear Fear has to give people a way out “Don’t drive drunk you can get in trouble/die, but you CAN give someone else the keys or stay the night” “Don’t have unsafe sex, but here’s a condom” Don’t want to disappoint a significant other, family member or friend. Care more about loved one then we do ourselves. Fear appeals must be believable, if you don’t believe it is going to happen to you, you won’t be scared to do it. C. WIIFT- What’s in it for me? First thing you consider is how it will affect you We tend to assume our turn on is another persons turn on D. Organization Foot in the door- ask for something small, get it, then ask for something bigger Door in the face- ask for something hug, get reject, but will get something smaller.
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Good news vs. bad news- tell good news first, you want to put them in a good frame of mind before you let them down. Problem vs. Solution- Always start with the problem- if you start with solution people will attack it. Pain leads to change, create pain first, and then they will be open to solution. Agreement vs. disagreement- always start with agreement Revealing intent- never tell people ahead of time you’re persuading them Drawing conclusions- at end of discussion sum up what you need from them Sidedness- all your life you’ve heard one side of the story “Brush your teeth” but never “Don’t brush your teeth because you are more prone to gum disease.” Reputational message- tell your side, tell his side, tell what is wrong with his side.
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Enduring Relationships I. Characteristics A. Variability- get to know someone in many diff. situations (know them better) B. Duration- know someone and see them a lot for long duration of time C. Frequency- how much you see someone D. Revelation- tell your partner things you wouldn’t tell most people
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This note was uploaded on 04/16/2008 for the course CMS 315 taught by Professor Daly during the Spring '07 term at University of Texas at Austin.

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March 27 notes - Change I Creating change A People want consistency Miller Lite If an athlete liked it you will like it Got Milk Famous people Nike

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