What are the 2 routes of influence
- Central route: you believe in your decisions
- Peripheral route to influence: Simple automatic yes. I don’t believe it
What does framing the message mean?
How we deliver the message in a specific format, following a structure
What makes the message normative?
We should present our proposal as it is the right thing to go
What is the difference between one-sided and two-sided messages?
1.one-sided: Only shows one side of the situation, ignoring the other one
2.two-sided: shows both side of the issue, it’s more effective
What is fractioning?
The process in which we break down the message into smaller pieces
How should conclusions be given according to the central route to influence?
It depends, if we know the other party doesn’t get my conclusion then we need urgently to say it out loud
Why should you be careful when using metaphors?
They’re (ed to cultures. We need to know what kind of metaphors specifically we are going to use
What are the receiver’s fears?
Messages that contain threats or commitments. Is used a lot to influence.
How can you influence receiver expectations? Give two examples
- Style: Different from what they expected
- Counter to their self-interest: make them believe that “Oh she cares about us; she wants to make the world a better place”
What is the difference between primacy and recency effect?
- Beginning: When whom I’m talking to is someone who is familiar with the topic or it is controversial. PRIMACY EFFECT
- End: The others don’t know about the topic; they are not interested at all. It will Strick to them. RECENCY EFFECT
How should the message be ordered for it to be more influential?
Positive beginning, negative middle, positive ending
Name and explain 3 factors that affect/contribute to credibility.
- Qualification and Expertise: show that we are competent to give the message.
- Reputation for trustworthiness and integrity: Have a great reputation and be “integro”
- Self-presentation: Confidence and feeling comfortable when we talk about one topic.
- Status Difference: The perception you give to people.
- Intention to Persuade: Let’s work together and be a team
Name 3 examples of source attractiveness
- Friendliness
- Ingratiation
- Likeability
What are the two types of authority?
- Based on personal expertise (Sor tactic)
- Based on a legitimate position (Harsh tactic)
Name and explain 3 strategies that affect context.
- Reciprocity – Only when we get a favor
- Commitment – When someone is commiaed to something
- Social Proof – Asking people if we are doing things right
- Scarcity – Oferta y demanda
- Reward/Punishment –Power to control the resources, we must work with this reward, punishment way to influence.
What is the difference between the central and the peripheral attitude change?
Central: Target motivated, the message clear and direct
Peripheral: Indirect way, the message is not clear
What are 3 ways to understand the other party’s perspective?
- Explore the others’ Point of View: Ask questions to know the specific reason.
- Selectively Paraphrase
- Reinforce points you like in the proposal: We need to give compliments on something I liked.
How does making a public commitment help you resist the other party’s perspective?
The person will face several pressures if he/she wants to go back
How can you inoculate yourself against the other party’s arguments?
By preparing yourself for arguments and counterarguments.
