...WHAT IS PERSUASION? A form of influence. Process of guiding people toward the adoption of a behavior, belief, or attitude that the persuader prefers. To be an effective persuader, you cannot tell others what to do, you must engage them in a dialog about the situation or problem and collaborate agree on how to approach or solve it. In doing so, employees and teammates cooperate with an effective persuader because they want to, not because they have to. WHY PERSUASION IS IMPORTANT? To be an effective manager, you must be an able persuader. Employees today show little intolerance for unquestioned authority. More and more companies are adapting a participative work style where employees at all levels are involved in formulating strategy, discussing business needs, making bottom-line decisions, and implementing workplace changes. Persuasion is a necessary skill also because in today’s business world, there is an increasing amount of work being done by teams and virtual employees. In a team-based or team-supported workplace, seldom does a higher authority mandate decisions. Work is divided and overseen by selfmanaging team rather than a higher level mgr. you work with ur peers, not subordinates, persuasion is the only alternative. OVERVIEW OF THEORIES OF PERSUASION Some of the skills and technqiues of persuasion are rooted in research in traditional and cognitive psychology. 1950s, psychologist Leon Festinger coined the term cognitive dissonance. Explains...
Words: 1692 - Pages: 7
...2011: HUSTLE year of the hustle YOUR WAY TO THE TOP BY RAMIT SETHI Psychology of Persuasion Live Webinar with BJ Fogg, Phd Transcript ...................................................... PERSUASION WEBINAR TRANSCRIPT ...................................................... 2 2011: HUSTLE year of the hustle PSYCHOLOGY OF PERSUASION Ramit Sethi: Everybody, welcome! This is Ramit Sethi here from I Will Teach You to Be Rich and Earn 1k. We are going to get started in about 25 seconds, I’m here with BJ Fogg, just give us couple seconds to finalize our tech, and then we’ll get started. So, BJ, welcome ethically, greasing the persuasion process, so that when we met someone he would know exactly what to say. BJ Fogg: Thank you. Ramit Sethi: I’m thrilled to have you here tonight. Okay, everybody! Welcome to the webcast. This is Ramit Sethi from I Will Teach You to Be Rich and BJ Fogg: Thank you, I’ve been looking forward to Earn 1k, I’m thrilled to have one of my professors, this. one of my mentors online with me, Dr. BJ Fogg, and I want to introduce him to you. BJ Fogg is a Ramit Sethi: Alright, now before we get started, Stanford Psychologist and Director of the Stanford let me just mention a couple ways that you can Persuasive Technology Lab. He is the father of the connect with BJ Fogg. BJ Fogg is on Twitter at field of Captology, also known as Computers as BJFogg. He also has a website: www.BJFogg.com Persuasive Technologies, which show how techand...
Words: 12543 - Pages: 51
...Persuasion: Who, What, and to Whom Even though people can just say no to the individual or to a group, the communicator influences the audience because people may be persuaded by the message. “The communicator’s goal is to change your mind, and most people are easily influenced” (Rhoads, 1997). Social psychology helps us to identify different aspects of ourselves, and the environment in which we live and work. It gives us insight as to why people judge others, and how the power of persuasion affects an individual, group, or a nation. An effective persuader possesses both positive and desirable traits. “One of these traits is to portray believable knowledge” (Feenstra, 2011).If the communicator appears as if they know, what they are talking about they will be far more likely to persuade the audience. In addition, when the communicator speaks in an authoritative manner opposed to a hesitant, unsure manner they are typically much more persuasive. It is important that the audience see the communicator as being trustworthy this plays an important role in persuasive communication. When a person is seen as always being honest, it makes them much more credible then a person who is known to lie or avoid telling the truth. Credibility is important to persuasion as it is associated with an individual’s character. The most important factor in persuading others is character. Moreover, an effective persuader builds a connection before giving the actual persuasive message...
Words: 1286 - Pages: 6
...I believe all persuasive approaches will be different depending on who I will be approaching in the audience. I order to have an effective approach I must know who I am approaching and how I will approach them. Considering that a message can be directed to a boss, a peer, a challenging person, or an open-minded person I must be able to construct or tailor my approach according to each person in order to get to the see my point of view and gain their support. Each person will develop their opinions differently not only because each person has their own mind but because each plays a different role. For example, if I am approaching my boss in discussion I must consider the fact that he or she has worked extremely hard to obtain a position where they can lead others and is person who is respected because of their position who goals are in line with that of company’s vision. Therefore, my approach would be to follow the same order of directing my approach to line up with the company’s goals. If I were speaking with a peer, this approach would be probably be the easiest considering that we have established grounds of comfort and our views and goals would be easier. When approaching a peer there is no or very little preparation involved. Usually, peers see things eye to eye and very rarely does someone have to work hard in order to make a good impression or get them to see my point of view. In the case of the challenging person, this would be the complete opposite of a peer...
Words: 388 - Pages: 2
...Persuasion ‘’You can't persuade your listeners if you don't know much about them. Knowing your listeners helps you to shape your message in a way that's most likely to gain their acceptance. That's all the more important when your goal is to persuade, and not simply to inform, your audience. Persuasive speaking aims to convince people to take some form of action. To achieve that goal, you must get your listeners to change their attitudes and beliefs. Or you must reinforce the attitudes and beliefs they already hold. That means you must have a thorough knowledge of your audience before you prepare your presentation’’. When I know that my job is good and I need a raise I have to persuade my manager to give me a raise but I must do it in appropiate way which means I need to communicate with him/her. I know that I will have to to tell them that I need a raise because of the cost of living or my I am working many hours and I have been at this job for 7 years and I have had only 4 raises. So I have not had a evaluation in over 2 years. ‘’Effective peer-to-peer communication can go a long way toward helping to establish mutually respectful relationships that can not only improve employee satisfaction, but that can boost productivity as well. building strong, respectful communications with peers in the workplace they're one step closer to making it happen. Taking personal responsibility for effective communication means being open-minded and willing to change behavior and communication...
Words: 444 - Pages: 2
...Zach Metzler Texts and Contexts Professor Sorensen April 2011 Parenting in Persuasion or Lack There Of Jane Austen is credited with painting "small cameos" of families in her novels. Yet within these cameos, it becomes clear that Austen had a clear understanding of family dynamics as we consider them today. The relationships between parents and the children have a major influence on the marriage choices that these daughters make. Austen's novels show parents whose parenting techniques often varied depending on the child. Therefore, some parents may act one way with the heroine of the novel and another way with the other children in the family. In her novel Persuasion, Jane Austen provides current day readers with a surprising look into the different styles of parenting observed during her lifetime. The novel follows the progressing life and romance of Anne Elliot, the daughter of a gentleman named Sir Walter Elliot. Though the novel seems to be a simple love story, Austen also comments on many social issues, including parenting. As 21st century parents, it is easy to get caught up in the media and child-rearing fads that pop up in the bookstores and magazines on a weekly basis since the media and such run our society. Sometimes in the midst of all the new styles and ideas of parenting, parents forget what it’s really all about: the children. One of the many things Austen points out in her classic novel is the parenting faults that were rampant in her time...
Words: 1392 - Pages: 6
...Seminar in Leadership – Andre Jaundoo Reading Assignment #6 – Persuasion and Influence By Andre Jaundoo 1. Summarize the advice given by Chris Anderson. (1 point) a. In summary the advice that Chris Anderson provides on how to give a Killer presentation. Is broken up into several categories. The first is being able to “Frame your Story”. Within any preparation is it vital to conceptualize and frame what the presenter wants to say. More importantly being able to take the audience on a journey where they feel engaged. And be able to share real life stories with value that the audience can relate to. Point number two was to “Plan your delivery”; which is broken into three main approaches to include reading it off a scripts or a teleprompter, develop a set of bullets to speak from, or to be really good. You can always memorize your presentation verbatim. Chris emphasized that it would behoove a person not to read the presentation or even read off a teleprompter. Or else you will lose the audience. Nevertheless, memorizing the talk will ultimately be your best option. However, as mentioned it to can prove quite the challenge in memorizing your talk, just for the fact that at times most people go “Through That Valley of Awkwardness”, where they have yet to memorize there talk to a tee, and at times the audience are able to recognize when the lecture presented now all of a sudden comes across as recited. Bottomline it will behoove you if given the right amount of...
Words: 2153 - Pages: 9
...The art of persuasion is an essential part of rhetoric and good argument. There are different levels of communication. If you simply want basic information because you are in an unfamiliar location, that is one thing. On the other hand, in communication at higher levels you are often engaged in the process of sharing a point of view and attempting to get others to share your point of view. Imagine how many aspects of modern business and commerce, local, national and international politics, education, the arts and every form of industry are dependent on intelligent people making persuasive arguments literally countless times each day. In in class speaker, Mr. John Divine, provided us with a great example of this. Mr. Divine is honed in the necessary art of persuasion due to his vast personal experience, as he performed the art of persuasion for both a living and profession. For many years Mr. Divine was involved in sales for IBM, a multinational consulting and technology company who designs and sells computers and computer hardware and software in addition to offering consultancy in technology. Furthermore, Mr. Divine was involved in the political realm of persuasion; he acted as mayor for the town of Salina. Through his personal experience Mr. Divine has come to be a prolific reserve in terms of information pertaining to persuasion. He has come to learn in what cases persuasion is more likely to be effective, which he kindly shared with our class. He told us about key steps which...
Words: 1177 - Pages: 5
...Likable people are more persuasive: 1. Physical attractiveness- attractive people are more persuasive both in terms of getting what they request and in changing another's attitude. 2. Similarity- we like people who are like us. 3. Increased Familiarity- through repeated contact is another factor 4. Association- By connecting themselves or their products with positive things, advertisers, politicians, and merchandisers frequently seek to share in the positivity through the process of association. Commitment and Consistency: People want to be consistent for 3 reasons- 1.To be valued by society- personal consistency is highly valued by society 2. It is beneficial to daily life- also has a positive effect on public image 3. It provides a shortcut through life's complexity Commitments are most effective if they are- 1. Active 2. Public 3. Effortful 4. Internally motivated "Throwing a low ball"- telling someone you will do something, then once they agree and join you , you take it back and they will still be "onboard" because they've already found other reasons to be onboard. Reciprocity: Rule for reciprocation- one person has to pay back what the other has provided, etc. You scratch my back and I will scratch yours. This rule allows one to give to someone with confidence of what he is giving will not be lost. This sense of future obligation develops the continuation of relationships, transactions, and exchanges. The decision to comply with another's request is...
Words: 1313 - Pages: 6
...Axia College Material Effective Persuasion Part One While reading the essay written by Jerry Fensterman, “I See Why Others Choose To Die”, I was touched because it was written on personal experiences as opposed to those written by medical experts. His writing did persuade me that people should have the choice of euthanasia while in the final stages of a terminal illness, knowing there is no further relief for the excruciating pain they are experiencing or no additional medical treatment can be administered. During his essay, I recalled being in my mother’s hospital room during her final days before death. She was already on life support and was put into a medically induced coma to prevent her from feeling the pain her body was enduring. In the final hours of her life, it was decided that she would be removed from life support. The doctor ordered medications to be sent up from the hospital pharmacy that would be administered to help her slip away peacefully. God and my Mother obviously did not agree with this because, with the entire family crowded into the room to say our final good-byes while waiting for the doctor to disconnect the machines, my Mother died. I suppose from this experience, in certain circumstances, it is logical for individuals to provide consent for euthanasia when there is absolutely nothing else that can be done for them. If it is conducted without an individual’s consent, or if there were other alternatives for that individual, a medical professional...
Words: 656 - Pages: 3
...Part I: Theoretical discussion of some concepts on Persuasion 1. Define persuasion and distinguish it from other forms of communication. Persuasion is a form of communication that involves the ability to convince others to change his/her position on a certain subject. But unlike negotiation, which suggests some degree of backing down or meeting in the middle. “Rather than compromising, as in negotiation, effective persuasion will actually convince the opposing party to abandon their previous position and embrace yours (http://westsidetoastmasters.com/resources/laws_persuasion/chap1.html).” In other words, effective persuasion enables you to get other people to willingly do what you want them to do. Looking closely at the definition of Perloff (2003) “Persuasion is a symbolic process in which communicators try to convince other people to change their attitudes or behavior regarding an issue through the transmission of a message, in an atmosphere of free choice.” The two most important component of this definition are: (1) the deliberate intention to change the attitude or behavior of another person, and (2) voluntary compliance, that is, not by force. Therefore, although persuasion is like any other form of communication such that it is a “process of stimulating meaning in the mind of another by means of a message (Putnam, 2014).” it is different from the accidental type since in the accidental form there is no intention to change attitudes or behavior but simply to transmit...
Words: 2478 - Pages: 10
...American Economic Review: Papers & Proceedings 2009, 99:2, 448–453 http://www.aeaweb.org/articles.php?doi=10.1257/aer.99.2.448 Beliefs and disagreement in OrganizatiOns † Authority versus Persuasion By Eric Van den Steen* Managers often face a choice between authority and persuasion. In particular, since a firm’s formal and relational contracts and its culture and norms are quite rigid in the short term, a manager who needs to prevent an employee from undertaking the wrong action has the choice between either trying to persuade this employee or relying on interpersonal authority.1 Herbert Simon (1947) noted, for example, that “when … disagreement is not resolved by discussion, persuasion, or other means of conviction, then it must be decided by the authority of one or the other participant” and that “in actual practice … authority is liberally admixed with suggestion and persuasion.” Obviously, in choosing between persuasion and authority, the manager makes a cost-benefit trade-off. This paper studies that trade-off, focusing in particular on agency conflicts that originate in open disagreement, in the sense of differing priors. To that purpose, I will study a setting in which a principal and an agent are involved in a project. The project’s outcome depends both on decisions and on implementation effort by the agent, i.e., on effort to execute the decisions. A key issue is that the principal and agent may openly disagree on which decisions are most likely to † Discussants:...
Words: 4341 - Pages: 18
...Persuasion and propaganda work together to guide society. When thinking about Foss’s idea of persuasion she states, “In the traditional model, change is defined as a shift in the audience in the direction requested by the rhetor, who then has gained some measure of power and control over the audience” (Foss & Griffin 6). This means that any form of rhetoric is designed to change societies thinking and push thinking to a common belief. This is much like propaganda in the fact that propaganda's main goal is to change audiences thinking of an idea. As Bernays states “modern propaganda is a consistent, enduring effort to create or shape events to influence the relations of the public to an enterprise, idea or group” (Bernays). These two ideas are...
Words: 265 - Pages: 2
...Course code: PSY-379-GS001 Course name: Social Psychology Assignment 4 1. Discuss the phenomena of persuasion and the cognitive processes that underlie it. Persuasion is a phenomenon that is a form of social influence in which an audience is deliberately encouraged to accept an idea, attitude, or course of action by symbolic means. We are persuaded to go along with someone's suggestion if we think that person is a credible expert (authority), if we think he or she as a trusted friend or attractive (likeability), if we feel we owe them one (reciprocity), or if doing so will be consistent with our beliefs or prior commitments (consistency). We are also inclined to make choices that we think are popular (consensus), and that will net us a scarce commodity (scarcity). We follow these general rules because they usually work to lead us to make the right choice. However, because we often use them unthinkingly, they are usually defeated by con artists, many of them wearing nice business suits or reassuringly friendly smiles. The cognitive processes that underlie the phenomena of persuasion are the central processing or systematic route to persuasion, people attend carefully to the message, and they consider relevant evidence and underlying logic in detail. People are especially likely to go through this route when the message is relevant to them, when they have knowledge in the domain, and when the message evokes a sense of personal responsibility. When going through...
Words: 895 - Pages: 4
...Persuasion is a definite aspect of education, both in a professor’s teaching methods and the students’ assignments for the teacher. Professors use various techniques of persuasion to influence and impart knowledge to their students on the subjects in which they are an authority to change their beliefs or attitudes towards those topics. The social psychologist Robert Cialdini (2003) discusses six principles of persuasion which are often used by people in everyday life whether unconsciously or consciously. It seems that the current theoretical and empirical studies on these principles of persuasion and various other “processes makes available to instructors a technology for systematically altering the nature of people’s beliefs and actions” (Friedrich...
Words: 1025 - Pages: 5
