Term
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Definition
| pulls or leads people to change by bringing their beleifs and goals into alignment with those of the influencer |
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Term
| persuasion characteristics |
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Definition
logical argument
facilitative techniques
persuasive communication style
persuasive strategy |
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Term
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Definition
each step of the argument clearly explained and linked;
demonstration of objectivity, fairness to both sides of argument;
support from relevant and verifiable factual info |
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Term
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Definition
(helping the penny drop for others):
question and answer;
summarising;
getting feedback (checking understanding);
flexible responses |
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Term
| persuasive communication style |
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Definition
rapport;
open body language;
pacing and leading;
speaking with appropriate emphasis, appeal and interest |
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Term
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Definition
appealing to needs, goals and interests of the influencee:
offering benefits, motivators (positive and negative reinforcement). |
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