Chapter 10

Question 1

What is much more persuasive than a suggestion?

Answer 1

A solution to an identified problem

Question 2

What do you need to know before you can persuade someone?

Answer 2

What do you want? What is your ask?

Question 3

What is the most easily digested form of persuasion for an unknown audience?

Answer 3

Facts and figures /

Stories and analogies

Question 4

What are the three basic, Aristotlean methods of persuasion?

Answer 4

Ethos (Credibility, trust), logos (Facts, proof), and pathos (Emotion, values)

Question 5

What aspect of logos has to do with the sequence and flow of the argument?

Answer 5

The internal logic

Question 6

What are six methods/ideas by which people feel persuaded to do something?

Answer 6

Commitment
Reciprocity (Quid pro quo)
Social proof 
Authority (Ethos)
Liking
Scarcity (Fear Of Missing Out)

Question 7

What is the difference between direct and indirect persuasion techniques?

Answer 7

Direct techniques involve starting with the baseline and then explaining your reasoning. Indirect methods start with the reasoning to get to the bottom line.

Question 8

What are the 4 B’s of bad news delivery?

Answer 8

Bond
Bridge
Bad news
Build