Pursuasion Flashcards
How do you identify allies and frame dissent:
Similarity
Lack of conviction
Dissatisfaction with majority (periphery)
Why is framing effective
Let’s you shape the answer and people will move relatively from the position you set
When is confrontation useful
Knife example in twelve angry men. Changes energy
Symbolism and timing
Knife represents absolute truth in twelve angry men.
Voting public vs private
To encourage dissenting opinions when in the minority
To discourage dissent ask for public vote when in the majority
Commitment and consistency
Once people commit to a decision people are more likely to comply with requests consistent with their original position
Foot in the door technique
Set up request then follow up request. Once you get a commitment you can trap people in
Four walls technique
Box people in with consistency
Rational persuasion technique
Architect in twelve angry men. He is calm and not defensive, he seems articulate, no agenda, he’s polite
Emotional contrast
Contrast matters in right context (eg outburst in juror room) but it has to be contained and end to return to rationality
Interpersonal influence: push
Persuading (proposing and reasoning) and asserting (stating expectations, evaluating, using incentives)
Pull technique in influence
Attracting (find common ground) and bridging (involving, listening, disclosing)
