The Six (6) Principles of Persuasion Lameck J Thole The University of Uopeople A persuasive speech is a specific type of speech in which the speaker has a goal of convincing the audience to accept his or her point of view. (Boundless, 2016). This kind of speech, therefore calls on the speaker to come up with ways that makes it possible to attain the positive conviction results. According to Robert Cialdini, the six (6) identified key principles that ensure positive results are Reciprocity, Scarcity, Authority, Commitment and consistency, Consensus and Liking (Saylor Academy , 2016) These principles are defined as follows; Reciprocity; this is the mutual exchange of value or service. It has been proved that one is likely to respond positively to another based on the feeling of indebtedness to the previous favor he might have received earlier. It is like the “scratch my back I scratch yours” situation. Once this …show more content…
Authority was by my quality of my workmanship which could not be questioned even by the senior cutters or supervisors. Commitment and consistency was exhibited through response to calls to help that came without complaints or cursing, always equal to the challenge. Scarcity applied in that I was the only one who was humble and ready to help anyone at any given time. I was a rare breed that was resolved to take up shock wave of harassment but still be there for anyone. At times my colleagues would even comment as to what type of a person I was who could not be shaken or changed by any agitation or provocation by colleagues. This made it easy for all of them to still count on me for help or their lessons. The liking principle was as a result of the trust that was cultivated as of my unconditional friendship to everyone. I made everyone feel welcome at any time and always ready to give my advice while be receptive to theirs’,
Summary – It can be very useful when things do not tend to fall your way by then switching things up on your opponent and using their most positive words in order to make it look negative. Every argument needs facts and if that does not work for you, you should probably redefine the issue being made. The importance and relevance of the argument should be taken into consideration. Remember that manipulating the definition of things in your favor is the way to go.
This investigation analysed the results of 28 year 12 students in a persuasion research program, displaying the change in attitudes through the conduction of anti-smoking messages in advertisements to persuade people not to smoke.
Creating an effective persuasive speech outline is a critical element of preparing and delivering a persuasive speech that truly fulfills its purpose of persuading the audience to share your belief or take a particular action.
When thinking of famous oration, one speech in literature is a classic example that contains persuasive techniques. The speech given by Marc Antony to mourn Caesar in Shakespeare’s work Julius Caesar has been referenced for ages as an example of a convincing argument. Everyone recalls the opening line, “Friends, Romans, countrymen, lend me your ears,” and all know what follows the speech – war leading to the establishment of the final triumvirate (Shakespeare 3.2.82). However, in praising Antony’s words, audiences tend to forget the other convincing orations that make appearances in Julius Caesar. Aristotle first described these in his discourse on types of rhetoric in Ancient Greece. They are pathos, logos, and ethos and all are found in the
A persuasive message tries to convince the audience to agree to the speaker’s position. For instance, the goal of persuasion is to lead. On account of this, persuasion is just a logical and well supported arguments; an argument is the enounce of the orator’s position with the aid of the rhetorical strategies (logos, ethos and pathos).But the question is how to be a successful persuasive speaker? The response is easy, convince the audience or change their behaviour without using any strategy that violate any of the ethical principles.
According to Merriam Webster, the term “ethical” can be defined as “rules of behavior based on ideas about what is morally good and bad.” Being able to differentiate between what is good, and what is bad is key when it comes to many things. One of these things includes persuasion. There are many concepts that can explain why certain principles of persuasion can be more ethical than others, and many that are critical to being an ethical communicator. Said concepts are explained in Rothwell’s text, In the Company of Others, Robert Cialdini and Steve Martins video, Science of Persuasion, and Stephen Carter’s text, Integrity.
Every day in our life's we are persuaded to make choices. Persuasion is a very
The book, Influence: The Psychology of Persuasion by Robert B. Cialdini illustrates the implementation of reciprocation, commitment and consistency, social proof, liking, authority, and scarcity. The book identifies these six principles as weapons of influence in aiding with persuasion. The following explains and applies each principle.
Finally, the liking principle is one that will often be used in the art of persuasion. This can be used effectively, where a product can be seen as “likable” if for example it has been endorsed by someone perceived to be physically attractive or perhaps someone that demonstratives the behaviors of a friend, such as showing similar traits or someone that can be related to.
““There is no duty more indispensable than that of returning a kindness,” says Cicero.” (Gouldner 161). What is reciprocity? According to Merriam-Webster Dictionary, reciprocity is “a situation or relationship in which two people or groups agree to do something similar for each other, to allow each other to have the same rights.” What is reciprocity in a close relationship? Reciprocity in a close relationship is similar to just reciprocity in any nature but in a close relationship people give back the same kind of treatment they receive from someone else. It is similar to the golden rule, “treat others how you want to be treated.” We are known to repay favors, invites to events, gifts etc. Reciprocity has always been something my parents have told me make sure I stay on top of. They have always told me, “treat others how I want to be treated”, it is something to remember and live by because it is important if one of your friends or romantic partner remembers your birthday and gets you a gift or even as simple
Reciprocity is symbolic of creating, maintaining, or strengthening social relationships as well as satisfying the material needs and wants of someone in need. It refers to the exchange of objects without the use of money or other media of exchange. It can take the form of sharing, hospitality, gifts, or bartering. Anthropologists identify three forms of reciprocity.
Regarding the ethics of persuasion there are many principles that are involved in it and in my opinion reciprocity is an ethical principle of persuasion. Mainly because it allows effective communication among others. According to Rothwell, “Persuasion allows free choice among available options” (24). Reciprocity gives people the option to give and receive with the opportunity of free choice. Throughout this discussion I will be explaining the ethical principles of persuasion like reciprocity and the not so ethical principles of persuasion such as scarcity. I will also touch base on what it means to be an ethical communicator and some of the factors that enhance ethical communication, such as being in a constructive communication environment
A persuasive essay takes a position on a topic and attempts to prove that position.
The dual process models of persuasion is a model that accounts for the two basic ways that attitude change occurs, which is either with or without thought. Furthermore, these two models are the central and peripheral models/routes of persuasion. The central route to persuasion is the way people are persuaded when they focus on the quality of the arguments in a message. This route requires effort and is argument based thinking. Attitude change in this route is likely to be stable and more resistant to change. People use the central route when they have both motivation and the ability to do so. On the other hand, the peripheral route to persuasion is the way people are persuaded when they focus on factors other than the quality of the arguments in a message. For example, they may instead just focus on the sheer number of arguments. In the peripheral route there is an absence of argument scrutiny, and is a shortcut based, conditioned response that yields to social
In order to effectively understand how persuasion works in the social environment it is vital that there is a clear understanding of the cognitive processes underlying persuasion at an individual level. These processes play a huge role in attitude formation and persuasion. They can ultimately create either strong or weak attitudes depending on the different cognitive routes that are used to create attitudes from the exposure of information.