Review Sheet Part 2

Review Sheet Part 2 - I Persuasion and Influence Tactics a Cialdinis Persuasion Principles a.i Liking people like those who like them a.i.1 uncover

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I. Persuasion and Influence Tactics a. Cialdini’s Persuasion Principles a.i. Liking – people like those who like them a.i.1. uncover real similarities and offer genuine praise a.i.2. use informal conversations to discover at least one area of common interest a.i.3. make appreciative comments, show you value what they value a.ii. Reciprocity – people repay in kind a.ii.1. give what you want to receive a.ii.2. managers can elicit the desired behavior by displaying it first a.ii.3. leaders should model the behavior they want to see from others a.iii. Authority – people defer to experts a.iii.1. clarify your expertise before exerting influence a.iv. Consistency – people align with their clear commitments a.iv.1. ask for active, public, voluntary commitments a.iv.2. once people take a public stand on something they prefer to stick to it a.iv.3. get it in writing or spoken out loud a.iv.4. make it public a.iv.5. make the commitment about something they genuinely value, this gives them ownership and reason for continued self- improvement a.v. Social Proof – people follow the lead of similar others a.v.1. use peer power whenever it’s available a.vi. Scarcity – people want more of what’s less a.vi.1. highlight uniqueness and rarity of opportunity a.vi.2. frame situation in terms of what they stand to lose b. Cialdini’s Persuasion Tactics b.i. Foot-in-the-door b.i.1. Would you mind doing me a small favor and filling out this survey for charity? Thanks. Now I’m selling this… b.ii. Door-in-the face b.ii.1. Would you like to buy a packet of apple seeds for $10? No? How about an apple for $5? b.iii. Four walls b.iii.1. “Do you consider yourself a good person? Are you the kind of person who cares about helping sick children? b.iv. That’s not all b.iv.1. Have I mentioned that you’ll get a tax deduction with your purchase? c. The target’s personality matters c.i. Targets with an internal locus of control
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c.i.1. Asking questions that encourage “self-persuasion” may be more effective than strong arguments c.ii. Targets with an external locus of control
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This document was uploaded on 11/04/2011 for the course BUSI 405 at UNC.

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Review Sheet Part 2 - I Persuasion and Influence Tactics a Cialdinis Persuasion Principles a.i Liking people like those who like them a.i.1 uncover

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