Term
| Name Cialdini's 6 Persuasion Principles |
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Definition
1) Liking
2) Reciprocity
3) Consistency
4)Social Proof
5) Authority
6) Scarcity |
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Definition
| People are more likely to agree to something if they agree to something smaller first |
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Definition
| Offer a less attractive alternative before selling the product |
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Definition
| Cornering someone by linking the sale with character traits like charitableness |
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Definition
| Offering a "bonus" on top of the sale to make it look like its a better deal |
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Definition
| People like those who like them. Uncover real similarities, offer genuine praise |
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Definition
| People repay in kind. Give what you want to recieve. |
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Definition
| people align with their clear commitments. As for active, public, or voluntary commitments |
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Definition
| people follow the lead of similar others. Use peer power whenever its available. |
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Definition
| People defer to experts. Clarify your expertise. |
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Definition
| People want more of what's less. Highlight uniqueness and rarity of opportunity. |
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Term
| Drawbacks of Cialdini's Approach? |
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Definition
Good in one-shot encounters, not relavent in ongoing relationships.
Provides little insight into how strong a pitch should be. (should persuasion differ by audience?) |
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Term
| internal vs. external locus of control |
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Definition
internal locus of control believes that the individual has more control over life. Internal locus of control people are less influenced by persuasion tactics.
Whereas external locus of control views events as something that happens to him. These people are more likely to fall for the persuasion tactics. |
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Term
| An Alternative Aproch: Ask Questions. Why does this work? |
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Definition
| Questions bypass traditional defense/resistance tactics. People end up engaging in self persuasion. |
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Term
| Name Cialdini's 4 Persuasion Tactics |
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Definition
1) Foot in the Door
2) Door in the Face
3) Four Walls
4) That's not All |
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Term
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Definition
| Any behavior that attempts to alter someone's attitudes or behavior |
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Term
| Types of Influence Tactics in Organization (8 from the book) |
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Definition
1) Silent Authority
2) Assertiveness
3) Information Control
4) Coalition formaiton
5) Upward appeal
6) Persuasion
7) Ingratiation and impression management
8) Exchange |
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Term
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Definition
| Influencing behavior through legitimate power without explicitly referring to that power base. |
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Definition
| Actively applying legitimate and coercive power by applying pressure or threats. |
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Definition
| Explicitly manipulating someone else's access to information for the purpose of changing their attitudes and/or behavior |
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Definition
| Forming a group that attempts to influence others by pooling the resources and power of it members |
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Term
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Definition
| Gaining support from one or more people with higher authority or expertise |
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Definition
| Using logical arguments, factual evidence, and emotional appeals to convince people of the alue of a request. |
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Term
| Integratiation and impression management |
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Definition
| Attempting to increase liking by, or perceived similarity to, some targeted person. |
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Term
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Definition
| Promising benefits or resources in exchange for the target person's compliance. |
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Definition
| A persuasive communication strategy of warning listeners that others will try to influence them in the future and that they should be wary about the opponent's arguments. |
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Definition
| any attempt to increase liking by, or perceived similarity to, some targeted person. |
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Term
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Definition
| the practice of actively shaping our public image |
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Term
| Consequences and Contingencies of Influence Tactics |
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Definition
| Resistence can occur when people or work units oppose the behavior desired by the influencer and, consequently, refuse, argue, or delay engagin in the behavior. Compliance occurs when people are motivated to implement the influencer's request at a minimal level of effort and for purely instrumental reasons. Commitment is the strongest form of inluence, whereby people itentify with influencer's request and are highly motivated to implement it een when extrinsic sources of motivation are no longer present. |
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Term
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Definition
| Soft tactics rely on personal sources of power (expert and referent power) whereas hard tactics rely on position power (legitimate, reward, and coercion). Soft tactics tend to be better recieved than hard ones. |
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