Persuasion principles

Question 1

Alignment:

Answer 1

When everything lines up, there are no contradictions to cause disagreement.

Question 2

Amplification:

Answer 2

Make the important bits bigger and other bits smaller.

Question 3

Appeal:

Answer 3

If asked nicely, we will follow the rules we have made for ourselves.

Question 4

Arousal:

Answer 4

When I am aroused I am full engaged and hence more likely to pay attention.

Question 5

Association:

Answer 5

Our thoughts are connected. Think one thing and the next is automatic.

Question 6

Assumption:

Answer 6

Acting as if something is true often makes it true.

Question 7

Attention:

Answer 7

Make sure they are listening before you try to sell them something.

Question 8

Authority:

Answer 8

Use your authority and others will obey.

Question 9

Bonding:

Answer 9

I will usually do what my friends ask of me, without negotiation.

Question 10

Closure:

Answer 10

Close the door of thinking and the deal is done.

Question 11

Completion:

Answer 11

We need to complete that which is started.

Question 12

Confidence:

Answer 12

If I am confident, then you can be confident.

Question 13

Confusion:

Answer 13

A drowning person will clutch at a straw. So will a confused one.

Question 14

Consistency:

Answer 14

We like to maintain consistency between what we think, say and do.

Question 15

Contrast:

Answer 15

We notice and decide by difference between two things, not absolute measures.

Question 16

Daring:

Answer 16

If you dare me to do something, I daren’t not do it.

Question 17

Deception:

Answer 17

Convincing by trickery.

Question 18

Dependence:

Answer 18

If you are dependent on me, I can use this as a lever to persuade you.

Question 19

Distraction:

Answer 19

If I distract your attention, I can then slip around your guard.

Question 20

Evidence:

Answer 20

I cannot deny what I see with my own eyes.

Question 21

Exchange:

Answer 21

if I do something for you, then you are obliged to do something for me.

Question 22

Experience:

Answer 22

I cannot deny what I experience for myself.

Question 23

Fragmentation:

Answer 23

Break up the problem into agreeable parts.

Question 24

Framing:

Answer 24

Meaning depends on context. So control the context.

Question 25

Harmony:

Answer 25

Go with the flow to build trust and create subtle shifts.

Question 26

Hurt and Rescue:

Answer 26

Make them uncomfortable then throw them a rope.

Question 27

Interest:

Answer 27

If I am interested then I will pay attention.

Question 28

Interruption:

Answer 28

Break the flow.

Question 29

Investment:

Answer 29

If I have invested in something, I do not want to waste that investment.

Question 30

Involvement:

Answer 30

Action leads to commitment.

Question 31

Logic:

Answer 31

What makes sense must be true.

Question 32

Objectivity:

Answer 32

Standing back decreases emotion and increases logic.

Question 33

Obligation:

Answer 33

Creating a duty that must be discharged.

Question 34

Ownership:

Answer 34

I am committed to that which I own.

Question 35

Passion:

Answer 35

Enthusiasm is catching.

Question 36

Perception:

Answer 36

Perception is reality. So manage it.

Question 37

Persistence:

Answer 37

In all things, persistence pays.

Question 38

Positivity:

Answer 38

Use positive methods.

Question 39

Pull:

Answer 39

Create attraction that pulls people in.

Question 40

Push:

Answer 40

I give you no option but to obey.

Question 41

Repetition:

Answer 41

If something happens often enough, I will eventually be persuaded.

Question 42

Scarcity:

Answer 42

I want now what I may not be able to get in the future.

Question 43

Similarity:

Answer 43

We trust people who are like us or who are similar to people we like.

Question 44

Simplicity:

Answer 44

Simple means easy to understand and agree.

Question 45

Social Compliance:

Answer 45

The pressure to conform.

Question 46

Social Proof:

Answer 46

When uncertain we take cues other people.

Question 47

Specificity:

Answer 47

People fill in the gaps in vague statements.

Question 48

Substitution:

Answer 48

Put them into the story.

Question 49

Surprise:

Answer 49

When what happens is not what I expect, I must rethink my understanding.

Question 50

Tension:

Answer 50

I will act to reduce the tension gaps I feel.

Question 51

Threat:

Answer 51

If my deep needs are threatened, I will act to protect them.

Question 52

Trust:

Answer 52

If I trust you, I will accept your truth and expose my vulnerabilities.

Question 53

Uncertainty:

Answer 53

When I am not sure, I will seek to become more certain.

Question 54

Understanding:

Answer 54

If I understand you, then I can interact more accurately with you.

Question 55

Unthinking:

Answer 55

Go by the subconscious route.