ORGS 4560 Lecture 9: Harnessing the science of persuasion
9 May 2016
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Document Summary
Persuasion, in other words, is governed by basic principles that can be taught, learned, and applied. Six fundamental principles of persuasion: the principle of liking. Application: uncover real similarities and offer genuine praise. If you want to influence people, win friends. Two dominant factors that increase liking: similarity and praise. Informal conversations during the workday create an ideal opportunity to discover at least one common area of enjoyment important to establish the bond early because it creates a presumption of goodwill and trustworthiness in every subsequent encounter. Praise charms and disarms positive remarks about another person"s traits, attitude, or performance reliably generates liking in return, as well as willing compliance with the wishes of the person offering the praise. Sometimes the praise doesn"t even have to be merited. Praise can also be used to repair a damaged/unproductive relationship: the principle of reciprocity. Application: give what you want to receive human tendency to treat people the way they treat him.
