This document outlines principles of effective persuasion and discusses the human capacity for persuasion. It begins by defining persuasion as communicating in a way that induces voluntary thought or action change. In contrast, it distinguishes persuasion from coercion or payment. It then lists 17 techniques for effective persuasion, such as storytelling, empathy, repetition, credibility and conformity. The document emphasizes that persuasion skills can be improved with practice, though innate abilities also play a role. It concludes by discussing the dual responsibilities of ethical and effective persuasion.
These are the slides from a presentation given on 10/5/14 for ELTAU, looking at persuasive language and techniques which can be used across a number of industries, including language training and communication services.
Negotiation helps us to meet our goals and objectives, to satisfy our needs and to resolve conflicts. Really in life everything is negotiable!
Also, everyone negotiates and negotiations can take place almost anywhere.
If you want to take your influencing skills to the next level, email me:
alanbarker830@btinternet.com
This set of slides summarizes my approach to influencing skills as a trainer and coach. Sources of the main ideas are given.
These are the slides from a presentation given on 10/5/14 for ELTAU, looking at persuasive language and techniques which can be used across a number of industries, including language training and communication services.
Negotiation helps us to meet our goals and objectives, to satisfy our needs and to resolve conflicts. Really in life everything is negotiable!
Also, everyone negotiates and negotiations can take place almost anywhere.
If you want to take your influencing skills to the next level, email me:
alanbarker830@btinternet.com
This set of slides summarizes my approach to influencing skills as a trainer and coach. Sources of the main ideas are given.
Persuasion & influence in communicationDeepak Nanda
My thesis presentation for post graduation in communication, I chose this topic because I wanted to explore the insights of being influential and learn about persuasion play. This presentation will give you a hands on guide on starting to sell your ideas. No matter if your are fresher, professional or expert this presentation would surely give some food for your brain. I hope you would like the model i have suggested to be influential. A feedback is always welcomed.
Communication is important. But the communication being persuasive is much more important. A a management graduate it becomes important for every student to understand how to persuade the customers.
Here are some simple ways!!
The Power of Gravitas: Finding Your Executive PresenceHilary Potts
When we don't feel confident and comfortable in a situation, it's hard to perform at our best. Here are ten ways to hone your gravitas skills and show up with the presence to navigate any situation.
Negotiation skills is very important in day to day life be it a informal or formal situation a good negotiation skills can make you a successful person.
Influence: the Psychology of Persuasion (Cialdini)Hugo Guyader
Lecturing on Cialdini's Influence book to Master students for a course in Advanced Consumer Marketing at Linköping University, Sweden.
Cialdini (2016) - "Pre-Suasion": http://www.slideshare.net/guyaderhugo/presuasion-a-revolutionary-way-to-influence-and-persuade
Persuasive Speaking
Chapter 18
Foundations of Persuasion & Persuasion: An Overview
Persuasion: An Overview
Richard Perloff’s Five Reasons Studying Persuasion is ImportantThe sheer number of persuasive communications has grown exponentially.Persuasive messages travel faster than ever before.Persuasion has become institutionalized.Persuasive communication has become more subtle and devious.Persuasive communication is more complex than ever before.
What Is Persuasion?Persuasion: An attempt to get a person to behave in a manner, or embrace a point of view related to values, attitudes, and or beliefs, that he or she would not have done otherwise.
Change Attitudes, Values, and BeliefsAttitude: An individual’s general predisposition toward something as being good or bad, right or wrong, or negative or positive.Value: An individual’s perception of the usefulness, importance, or worth of something. We can value a college education or technology or freedom.Beliefs: Propositions or positions that an individual holds as true or false without positive knowledge or proof.Core beliefs: Beliefs that people have actively engaged in and created over the course of their lives (e.g., belief in a higher power, belief in extraterrestrial life forms).Dispositional beliefs: Beliefs that people have not actively engaged in, but rather judgments that they make, based on their knowledge of related subjects, when they encounter a proposition.
Change in BehaviorBehaviors come in a wide range of forms, so finding one you think people should start, increase, or decrease shouldn’t be difficult at all.For example, speeches encouraging audiences to vote for a candidate, sign a petition opposing a tuition increase, or drink tap water instead of bottled water are all behavior-oriented persuasive speeches.
Why Persuasion Matters
Frymier and Nadler’s Three Reasons to Study PersuasionWhen you study and understand persuasion, you will be more successful at persuading others.When people understand persuasion, they will be better consumers of information.When we understand how persuasion functions, we’ll have a better grasp of what happens around us in the world.
Why it’s Important Ethically to Understand PersuasionWe believe that persuasive messages that aim to manipulate, coerce, and intimidate people are unethical, as are messages that distort information.As ethical listeners, we have a responsibility to analyze messages that manipulate, coerce, and/or intimidate people or distort information.We also then have the responsibility to combat these messages with the truth, which will rely on our skills and knowledge as effective persuaders.
Theories of Persuasion
We often find ourselves in situations where we are trying to persuade others to attitudes, values, beliefs, and behaviors with which they may not agree.
To help us persuade others, what we need to think about is the range of possible attitudes, values, beliefs, and behaviors that exi.
Persuasion & influence in communicationDeepak Nanda
My thesis presentation for post graduation in communication, I chose this topic because I wanted to explore the insights of being influential and learn about persuasion play. This presentation will give you a hands on guide on starting to sell your ideas. No matter if your are fresher, professional or expert this presentation would surely give some food for your brain. I hope you would like the model i have suggested to be influential. A feedback is always welcomed.
Communication is important. But the communication being persuasive is much more important. A a management graduate it becomes important for every student to understand how to persuade the customers.
Here are some simple ways!!
The Power of Gravitas: Finding Your Executive PresenceHilary Potts
When we don't feel confident and comfortable in a situation, it's hard to perform at our best. Here are ten ways to hone your gravitas skills and show up with the presence to navigate any situation.
Negotiation skills is very important in day to day life be it a informal or formal situation a good negotiation skills can make you a successful person.
Influence: the Psychology of Persuasion (Cialdini)Hugo Guyader
Lecturing on Cialdini's Influence book to Master students for a course in Advanced Consumer Marketing at Linköping University, Sweden.
Cialdini (2016) - "Pre-Suasion": http://www.slideshare.net/guyaderhugo/presuasion-a-revolutionary-way-to-influence-and-persuade
Persuasive Speaking
Chapter 18
Foundations of Persuasion & Persuasion: An Overview
Persuasion: An Overview
Richard Perloff’s Five Reasons Studying Persuasion is ImportantThe sheer number of persuasive communications has grown exponentially.Persuasive messages travel faster than ever before.Persuasion has become institutionalized.Persuasive communication has become more subtle and devious.Persuasive communication is more complex than ever before.
What Is Persuasion?Persuasion: An attempt to get a person to behave in a manner, or embrace a point of view related to values, attitudes, and or beliefs, that he or she would not have done otherwise.
Change Attitudes, Values, and BeliefsAttitude: An individual’s general predisposition toward something as being good or bad, right or wrong, or negative or positive.Value: An individual’s perception of the usefulness, importance, or worth of something. We can value a college education or technology or freedom.Beliefs: Propositions or positions that an individual holds as true or false without positive knowledge or proof.Core beliefs: Beliefs that people have actively engaged in and created over the course of their lives (e.g., belief in a higher power, belief in extraterrestrial life forms).Dispositional beliefs: Beliefs that people have not actively engaged in, but rather judgments that they make, based on their knowledge of related subjects, when they encounter a proposition.
Change in BehaviorBehaviors come in a wide range of forms, so finding one you think people should start, increase, or decrease shouldn’t be difficult at all.For example, speeches encouraging audiences to vote for a candidate, sign a petition opposing a tuition increase, or drink tap water instead of bottled water are all behavior-oriented persuasive speeches.
Why Persuasion Matters
Frymier and Nadler’s Three Reasons to Study PersuasionWhen you study and understand persuasion, you will be more successful at persuading others.When people understand persuasion, they will be better consumers of information.When we understand how persuasion functions, we’ll have a better grasp of what happens around us in the world.
Why it’s Important Ethically to Understand PersuasionWe believe that persuasive messages that aim to manipulate, coerce, and intimidate people are unethical, as are messages that distort information.As ethical listeners, we have a responsibility to analyze messages that manipulate, coerce, and/or intimidate people or distort information.We also then have the responsibility to combat these messages with the truth, which will rely on our skills and knowledge as effective persuaders.
Theories of Persuasion
We often find ourselves in situations where we are trying to persuade others to attitudes, values, beliefs, and behaviors with which they may not agree.
To help us persuade others, what we need to think about is the range of possible attitudes, values, beliefs, and behaviors that exi.
Building Cultural AgilityOnline CourseDr. Bill CasVannaSchrader3
Building Cultural Agility
Online Course
Dr. Bill Castellano
Professor HRM Department
Rutgers University School of Management and Labor Relations
Welcome to the building cultural agility online course.
1
SESSION 4: How to Develop Your Cultural Competencies
Welcome to session 4: “How to develop your cultural competencies.”
2
Class 4Class 4:
How to Develop Your Cultural CompetenciesCultural Agility Track
Build self-awareness of your strengths and developmental opportunities around your cultural agility
Cultural Agility Self-Assessment (CASA)
An assessment of your cross-cultural competenciesDiscussion Question
Describe under what circumstances is it best to have a 1) Cultural minimization, 2) Cultural adaptation, and 3) Cultural integration orientation.
Due:
Cultural Agility Self-Assessment (CASA) Reflection Paper
3
In class 4 you will take the Cultural Agility course to build self-awareness of your strengths and developmental opportunities around your cultural agility. You will also take the Cultural Agility Self-Assessment (CASA).
Please ensure you answer the discussion question and submit your CASA reflection paper by Friday.
3
What is cultural agility?
Ability to quickly, comfortably, and effectively work in different countries and with people from different cultures.
4
As noted in the course introduction, Cultural agility is the ability to quickly, comfortably, and effectively work in different countries and with people from different cultures.
Cultural agility can be developed but it is important to understand that it will take more than a passive understanding of how cultures differ.
4
All Three Components are Critical for
Cultural Agility
5
Cultural agility consists of three critical components: Cultural understanding, cultural competencies, and cultural experiences.
5
Cultural experiences (practice)
Cultural competencies (readiness)
Cultural understanding (the right equipment)
Self-Management Competencies
Tolerance of Ambiguity
Resilience
Curiosity
6
Self-management competencies enable self-regulation in situations that are unfamiliar, unpredictable or novel. The three most important self-management competencies are tolerance of ambiguity, resilience and curiosity.
Tolerance of ambiguity – is the ability to be comfortable and effective in situations which hold some unknown and unpredictable elements. For those with a high tolerance of ambiguity, uncertain or unpredictable situations do not produce excessive anxiety or stress.
Resilience – is the capacity to cope and bounce back after set-backs and adversity. Individuals with resilience believe that professional challenges can be overcome and they remain committed to a goal even after a setback or failure.
Curiosity – is the sincere interest in knowledge and the inclination to pursue or investigate to gain greater understanding. Those higher in curiosity are more likely to ask questions, independently search for information, and read de ...
HABITS OF MIND
Arthur L. Costa, Ed. D.
Professor Emeritus,
California State University, Sacramento
Habit is a cable; we weave a thread of it each day, and at last we cannot break it.
Horace Mann
American Educator
1796-1859
By definition, a problem is any stimulus, question, task, phenomenon, or discrepancy, the explanation
for which is not immediately known. Thus, we are interested in focusing on student performance
under those challenging conditions that demand strategic reasoning, insightfulness, perseverance,
creativity, and craftsmanship to resolve a complex problem. Not only are we interested in how many
answers students know, but also in knowing how they behave when they DON'T know. Habits of
Mind are performed in response to those questions and problems the answers to which are NOT
immediately known. We are interested in observing how students produce knowledge rather than
how they merely reproduce knowledge. The critical attribute of intelligent human beings is not only
having information, but also knowing how to act on it.
A "Habit of Mind” means having a disposition toward behaving intelligently when confronted with
problems. When humans experience dichotomies, are confused by dilemmas, or come face to face
with uncertainties--our most effective actions require drawing forth certain patterns of
intellectual behavior. When we draw upon these intellectual resources, the results that are
produced are more powerful, of higher quality and of greater significance than if we fail to employ
those intellectual behaviors.
Employing "Habits of Mind" requires a composite of many skills, attitudes, cues, past experiences
and proclivities. It means that we value one pattern of thinking over another and therefore it
implies choice making about which pattern should be employed at this time. It includes alertness to
the contextual cues that signal this as an appropriate time and circumstance in which the
employment of this pattern would be useful. It requires a level of skillfulness to employ and carry
through the behaviors effectively over time. It suggests that as a result of each experience in
which these behaviors were employed, the effects of their use are reflected upon, evaluated,
modified and carried forth to future applications.
HABITS OF MIND ATTEND TO:
• Value: Choosing to employ a pattern of intellectual behaviors rather than other,
less productive patterns.
• Inclination: Feeling the tendency toward employing a pattern of intellectual behaviors.
• Sensitivity: Perceiving opportunities for, and appropriateness of employing the pattern
of behavior.
• Capability: Possessing the basic skills and capacities to carry through with the
behaviors.
• Commitment: Constantly striving to reflect on and improve performance of the pattern of
intellectual behavior.
1
DESCRIBING HABITS OF MIND
When we no longer know what to do we have come to our real work and wh ...
Communication & Challenging Conversations PCMA 2014 MontrealMcKinley Solutions
Challenging conversations are those everyday interactions that significantly affect you and others. They differ from ordinary dialogue because the opinions of the participants may vary, the emotions are high and the stakes are significant. The way in which you deal with these important discussions can have a positive or negative result and can change the course of your relationship. Learn the tools to handle life’s most difficult conversations, say what’s on your mind, and achieve positive outcomes. Challenging confrontations consists of face-to-face accountability discussions where someone has disappointed you and you talk to him or her directly. When handled well, the problem is resolved and the relationship benefits. New research demonstrates that these disappointments aren’t just irritating – they’re costly, sapping organizational performance by 20 to 50 percent. Learn to permanently resolve failed promises and missed deadlines, transform broken rules and bad behaviors into productive accountability and strengthen relationships while solving problems. At the heart of mastering these challenges is the ability to engage in and maintain dialogue. Masters of dialogue create an atmosphere where everyone feels safe about adding his or her own views to the “shared pool” of ideas being expressed. The skills are critical to the success of all leadership roles. Active participants will increase their awareness of the challenging conversations and confrontations as well as hands-on tips and techniques on how to manage them effectively.
Learning Objectives:
1. How do I deal spontaneously with challenging conversations (where opinions vary, emotions are high and stakes are significant)?
2. How can I resolve problems where I have been disappointed by employee accountability and avoid unnecessary costs and strained relationships?
3. How do I develop and environment where people can carry on a dialogue and feel safe expressing their own view.
Keppel Land is the property arm of the Keppel Group, one of Singapore's largest multinational groups with key businesses in offshore and marine, infrastructure as well as property
Keppel Land was listed in Corporate Knights' prestigious Global 100 Most Sustainable Corporations in the World 2015 for the second consecutive year. The Company is ranked 4th, placing it first in Asia and real estate companies worldwide
A leading prime office developer in Singapore, Keppel Land contributes to enhancing the city's skyline with landmark developments such as Marina Bay Financial Centre, Ocean Financial Centre and One Raffles Quay.
Exploiting Artificial Intelligence for Empowering Researchers and Faculty, In...Dr. Vinod Kumar Kanvaria
Exploiting Artificial Intelligence for Empowering Researchers and Faculty,
International FDP on Fundamentals of Research in Social Sciences
at Integral University, Lucknow, 06.06.2024
By Dr. Vinod Kumar Kanvaria
This presentation was provided by Steph Pollock of The American Psychological Association’s Journals Program, and Damita Snow, of The American Society of Civil Engineers (ASCE), for the initial session of NISO's 2024 Training Series "DEIA in the Scholarly Landscape." Session One: 'Setting Expectations: a DEIA Primer,' was held June 6, 2024.
How to Build a Module in Odoo 17 Using the Scaffold MethodCeline George
Odoo provides an option for creating a module by using a single line command. By using this command the user can make a whole structure of a module. It is very easy for a beginner to make a module. There is no need to make each file manually. This slide will show how to create a module using the scaffold method.
it describes the bony anatomy including the femoral head , acetabulum, labrum . also discusses the capsule , ligaments . muscle that act on the hip joint and the range of motion are outlined. factors affecting hip joint stability and weight transmission through the joint are summarized.
Normal Labour/ Stages of Labour/ Mechanism of LabourWasim Ak
Normal labor is also termed spontaneous labor, defined as the natural physiological process through which the fetus, placenta, and membranes are expelled from the uterus through the birth canal at term (37 to 42 weeks
MATATAG CURRICULUM: ASSESSING THE READINESS OF ELEM. PUBLIC SCHOOL TEACHERS I...NelTorrente
In this research, it concludes that while the readiness of teachers in Caloocan City to implement the MATATAG Curriculum is generally positive, targeted efforts in professional development, resource distribution, support networks, and comprehensive preparation can address the existing gaps and ensure successful curriculum implementation.
3. ““What is distinctivelyWhat is distinctively
human at the mosthuman at the most
fundamental level is thefundamental level is the
capacity to persuade and becapacity to persuade and be
persuaded.”persuaded.”
Bertrand RussellBertrand Russell
Outline of PhilosophyOutline of Philosophy (1927)(1927)
4. PERSUASION Communicating with others in a way
that induces them to voluntarily
think or act differently
POWER Command, assertion, force, coercion,
threat
PAYMENT Material incentives, reward,
compensation, negotiation, exchange,
bargaining, transaction
5. 1. Simplicity/Clarity
2. Know the audience and its
predispositions
3. Storytelling,
Examples/Demonstrations
4. Reciprocation
5. Liking: Similarity and Empathy
6. Empathy, Listening and Feedback
7. Salience
8. Analogies/Metaphors
9. Counter-intuitive sources and
arguments 2
10. Commitment/Consistency
11. Repetition
12. Authority/Credibility
13. Conformity/Social proof,
Similarity
14. Liking/Association
15. Humor
16. Scarcity
17. Learning and Developing
6. Keep your message simple and comprehensible. KISS.
The challenge: our subjects are complex and we are logos-
oriented.
7. Listening, empathy.
We typically know our audiences in a half-baked way.
We need to use all available resources to know the
audience
8. “The key to leadership is effective persuasion through stories.”
“Narratives are the most powerful currency of persuasion.”
Retention by students
Religious Texts
Stories:
• Represent an intrinsic reality, have credibility.
• Capture attention and engage the mind.
• Let the listener interpret the message in his/her own terms.
9. We are more likely to persuade someone if we have given
them something.
Concessions: what can I afford to give away?
Listening is the cheapest concession you can make.
10. We are more likely to be influenced by people we know and like.
Who do we like? We like people:
1. Who are similar to us (Similarity Principle)
2. Who like us.
“Like” = We like people who are positive, respectful, appreciative,
empathetic.
Are you liked? That is, do you like others?
11. 1. Conventional understanding: this is one dimension.
Likable/Emotionally
Assertiveness Intelligent
AssertivenessAssertiveness
Standing up for your views
and principles
Strong
Conviction
Decisive
High standards
Analytical
Focus on the argument,
the data (logos oriented)
Likable/EILikable/EI
Empathetic
Listening
Concern for process and
interpersonal relationships
Respectful
Care and concern
Appreciative
Complimentary
Positive/upbeat
12. 2. This is a false choice. There are really two
dimensions.
high
high
low
low
Assertiveness
Likable/EI
13. Using existing categories in people’s
minds (recall selective perception
exercise).
Must get metaphor “right.”
14. Counter-intuitive sources and arguments.
Novel, fresh, surprising information may be
necessary to cause people to modify their
predispositions and beliefs.
15. People feel personal and interpersonal pressures to honor and to
behave consistently with their prior commitments. People wish to
be (and to appear to be) consistent with what they have already said
and done.
Commitments are most powerful when they are:
1. Active (ex. written vs. oral)
2. Public
3. Effortful
4. Felt to be an inner responsibility (one has voluntarily chosen
to make commitment without strong outside pressure)
16. • More learning and more retention
with repetition.
• “Double your pleasure….”
Repetition
17. We are more likely to be persuaded (even without the inclination to
do so) by someone who is perceived to be an authority.
The two key elements of credible authority: knowledge/expertise
and trustworthiness.
Conviction
18. People are often persuaded to change their attitudes or behavior in
response to real or imagined group pressure.
The power of social norms.
Conformity is a time-saving device, increases chances of being
correct, yields social approval or avoids disapproval.
19. We are more likely to be influenced by people we know and like.
We like people:
1. Who like us.
2. Who are similar to us.
3. Who have cooperated with us for common goals.
4. With whom we have pleasant associations.
20. Humor evokes:
1. The Reciprocation principle.
2. The Liking principle.
3. Interestingness.
21. Opportunities seem more valuable when their availability is
limited.
Applies to information and ideas, not just commodities.
Couch your persuasion argument in terms of what an audience
stands to lose, not just in terms of the anticipated benefits (since
loss appears to be a more motivating concept than gain).
Information that is scarce, new, or exclusive should be stated early
in a persuasion message (establishing a strong reason for people
to listen).
22. Learning and Developing the
Artistry of Persuasion (Mostly
Good News)
1. Persuasiveness is not entirely innate.
2. We can learn, acquire, develop, cultivate new habits and skills of persuasion and
improve old ones.
3. Other personal talents (e.g. intelligence) are more difficult to nurture and change.
4. Success in adult life (professional and personal) probably depends more on
persuasion skills than on native intelligence.
5. It is extremely unlikely that a person will totally transform his/her persuasion
skills.
6. Rather, people can make marginal improvements in their persuasion skills.
7. But these marginal improvements can be decisive in how successful people are in
persuasion. That is because we rarely lose our most important persuasion projects
by a lopsided landslide.
23. • Thinking that you are better at persuasion than you are, and
therefore failing to hone your skills. Instead, take a long, hard look at
yourself, and see where your skills need to be improved.
• Trying too hard to persuade. Seeming too keen probably puts people off
faster than anything else.
• Failing to put in the effort required to get what you want. Nothing,
or at least not much, is free in this world.
• Talking too much. Stop, and just listen to the people you need to
persuade.
24. • Being afraid of rejection. This can even stop people from trying to
persuade in extreme cases.
• Not being prepared. You can’t ‘wing it’ every time. Your audience will see
through you, and will think that you value your time more highly than theirs.
• Forgetting that the whole conversation is important. You need to
engage in order to persuade, right from the beginning.
• Providing too much information, which just confuses people, and
makes them think you are trying to blind them with
science. What, they ask, are you not telling them?
25. 1. Persuasion principles are self-evident. Persuasion is too easy.
Answer: Conceptually that is true, but not in practice.
2. Persuasion is unethical. It is mere manipulation.
Answer: The techniques of persuasion, like many other technologies, are
neither inherently good nor evil. They can be used to advance noble or
pernicious purposes.
3. Persuasion is an innate skill. Persuasion is too hard. Some people are
natural born persuaders, most aren’t.
Answer: That is true. However with sustained practice most of us can
improve our persuasion skills, and that may be decisive.
26. What do we do next?What do we do next?
Where do we go from here?Where do we go from here?
· · The two responsibilities of persuasion:The two responsibilities of persuasion:
To be ethical and to be effectiveTo be ethical and to be effective
· · An answer to the biggest challenge:An answer to the biggest challenge:
Is persuasiveness fundamentally innate?Is persuasiveness fundamentally innate?