Persuasion and Influence

Question 1

Six Building Blocks of Trust

Answer 1

1. Reliability and Dependability
2. Transparency
3. Competency
4. Sincerity, Authenticity and Congruence
5. Fairness
6. Openness and Vulnerability

Question 2

Once we acquired trust we can easily use it

Answer 2

a. To Persuade
b. Negotiate
c. Influence
d. Manage Conflict

Question 3

Modes of persuasion

Answer 3

a. Ethos : convince the audience by character or by credibility
b. Pathos : Related to emotions, Convince by emotions
c. Logos : means to convince an audience by use of logic or reason.

Question 4

_____________ is ethically winning the
heart and mind of your target. Basically,
you alter the behavior of someone
through reasoning.

Answer 4

Persuasion

Question 5

____________ on the other hand, is the
ability to affect the manner of thinking
of another.

Answer 5

Influence

Question 6

5 influencing styles

Answer 6

1. Bridging: Bringing more people into the conversation
2. Rationalize: People with a rationalizing influencing style tend to use logic and reasoning to try to persuade others.
3. Asserting: Those with an asserting influencing style tend to use authority and assurance as their way of motivating others.
4. Inspiring: Those with an inspiring influencing style use example, Stories and comradery to motivate others.
5. Negotiating: People with a negotiating influencing style tend to search for a middle ground as a way to motivate others.

Question 7

The 6 Principles of Influence

Answer 7

a. Reciprocity
b. Consistency and Commitment
c. Social Proofs / Consensus
d. Likings
e. Authority
f. Scarcity

Question 8

Types of Reciprocity

Answer 8

1. Generalized reciprocity
2. Balanced reciprocity
3. Negative reciprocity

Question 9

2 Negotiation Types

Answer 9

1. Integrative Negotiations – Everyone Wins Something (Usually)
2. Distributive Negotiations – The Fixed Pie