Persuasion

From Includipedia, the inclusionist encyclopedia

For other uses, see Persuasion (disambiguation).

Persuasion is a form of social influence. It is the process of guiding people toward the adoption of an idea, attitude, or action by rational and symbolic (though not always logical) means. It is strategy of problem-solving relying on "appeals" rather than force.

Manipulation is taking persuasion to an extreme, where the one party benefits at the other's cost.

Aristotle said that "Rhetoric is the art of discovering, in a particular case, the available means of persuasion."

1 Principles of persuasion
2 Methods of persuasion
3 Bibliography
4 See also
5 References

[edit] Principles of persuasion

According to Robert Cialdini in his book on persuasion, he defined six "weapons of influence":

Liking: people like those who like them or themselves
Reciprocity: people repay in kind
Social proof: people follow the lead of similar others
Consistency: people align with their clear commitments
Authority: people defer to experts
Scarcity: people want more of what they can have less of

[edit] Methods of persuasion

By appeal to reason:

By appeal to emotion:

Aids to persuasion:

Body language
Communication skill or Rhetoric
Sales techniques
Personality tests and conflict style inventory help devise strategy based on an individual's preferred style of interaction

Other techniques, which may or may not work:

Coercive techniques, some of which are highly controversial and/or not scientifically proven to be effective:

Systems of persuasion for the purpose of seduction:

[edit] Bibliography

Influence: The Psychology of Persuasion Dr Robert Cialdini (ISBN 0-688-12816-5)
The Psychology of Persuasion: How to Persuade Others to Your Way of Thinking Kevin Hogan (ISBN 978-1565541467)