Influence

Question 1

4 components of influencing (ATTiC)

1. agent
2. targets
3. tactics
4. context

Answer 1

agent: when agent is liked by targets, targets tend to agree with agent.

a few drivers of liking:
- being alike (people like people who are similar to them)

Question 2

Targets: an analysis about targets can help strategize the tactics.

collectivist vs individualist culture
the collectivists will place group’s interest above individuals’.

Answer 2

Tactics: choose either likability-oriented approach or content-based approach

Question 3

Context: it’s always better to have crowd at the agent’s side.

Answer 3

Practice: use similarities to get good advice at restaurants