According to psychologist Robert Cialdini the best way to succeed while persuading an audience is to follow six principles, which we are going to discuss this week. The six powerful and effective principles of persuasion are reciprocity, scarcity, authority, commitment and consistency, consensus, and liking. (McLean, 2010, 538) The principle of reciprocity is an act of giving back to others the same form of behavior, gift or services that was received. That is, if my friend invites me for Christmas party this year, I am obliged to invite him or her for my future party or if my colleague renders me a favor when I needed it most, it is my duty to render my colleague a favor in the future. The principle of reciprocity therefore builds trust, relationships …show more content…
It is activated by looking and asking for minute voluntary, active and public initial written commitments. For example, a health centre who writes down future appointment detail on the appointment card for their patients will be able to reduce their patient missed appointment by 18% or more. In addition, when people look at the action and behaviors of other people to determine their own actions and behavior especially when they are not sure, they are practicing the principle of consensus. This principle can be used to earn customer’s loyalty by simply using a statement or an identity to ask customers to start from little actions, and then gradually encourage them to commit to the action and reward them for committing to the action. Finally, the principle of liking is the act of looking for areas of similarity that one share with others and giving realistic compliments before getting down to business. This simply means that it is possible for one to say yes to the people they are similar to, people who compliments them, and who cooperate with them towards mutual objectives. This principle includes the perception of safety and belonging in interaction. (McLean,
There are three methods of persuasion when speaking or writing to an audience: Ethos, Logos, and Pathos. Ethos uses a type of socially recognized authority as its voice. Logos uses logic and reasoning as its tool. Lastly, Pathos uses emotional attachment. For instance, the advertising industry primarily utilizes Ethos and Pathos reasoning and qualities, particularly a Matthew Mcconaughey Lincoln Motor Company commercial, and a Safe driving bonus check Ally Insurance commercial.
For the purpose of this essay, this writer will define reciprocity as the expectation or ‘norm’ that people will respond to another party in the same manner in which the other party has treated them. So, for practical purposes, this means rewarding a good deed with another good deed, and punishing a bad deed with another bad deed. Of course, in order for a system like this to produce a favorable outcome, both groups must start out with good deeds, otherwise the system will only lead to relatively permanent hostilities.
Aristotle, a Greek philosopher, who initially came up with the three different sections of rhetorical appeals and the act of persuasion. The three appeals include ethos, logos and pathos, all three different means of persuasion. Michael Moore’s, Capitalism: A Love Story will be used and examples will be taken from throughout the movie to analyze his rhetorical techniques when reaching out to the audience. Examples from “The Qualities of the Prince” by Niccoló Machiavelli will also be analyzed for the three appeals. Moore’s movie relates exactly to the rhetorical appeals because he is persuading the readers to realize all the corrupt and unjust happenings that are going on all around us without even knowing it. He is trying to explain to the readers that it is going on everywhere and steps to educate their selves to gain awareness in the corruption of America. His video shows many examples of the “behind the scenes” into the political world and cites all the events back to how and why it is ruining our country and what we can do to prevent and/or help the cause. Machiavelli’s piece also was a form of persuasion and rhetoric’s, using all three appeals as well. “The Qualities of the Prince” is a piece by Machiavelli in which he is trying to explain how a prince should act and what traits they should possess to be a successful leader. Machiavelli is using the rhetoric appeals and explaining his experiences through which he has learned what it takes to be a great prince.
In today’s technological era anyone and everyone can and will become an author of some sort, thanks to the contributions on many platforms such as: posting articles on the World Wide Web, posting/responding on social media and countless blogs and so forth. It is safe to say that there is an overabundance of ways to disseminate information across the masses. The overuse of information can and will lead to some type of misinformation and representation of facts due to fallacious. In the academic community it is vital to be able to critically evaluate information that has been published by determining if the information has been successfully argued by utilizing the three modes of persuasion: Ethos, Pathos and Logos. When evaluating chapter three “Of Mr. Booker T. Washington and Others, by W.E.B. Du Bois is assumed to be successful based on ethos, pathos and logos exhibited in the article. Before assessing the content published by W.E.B. Du Bois, it is vital to evaluate Du Bois personally.
This discussion brings about an interesting view on similarity in relation to persuasion as expressed by O’Keefe (200), “The belief that greater similarity means greater effectiveness is an attractive one and is commonly reflected in recommendations that persuaders emphasize commonalities between themselves and the audience.” O’Keefe concludes
In persuasion, the Mere Exposure Theory, the Dissonance Theory, and the Social Judgment Theory are used. Each of these theories of persuasion explains why it works or does not work in any specific setting. Depending on the theory, certain means of applying these theories can be successful or unsuccessful. The Mere Exposure Theory of persuasion states that people will be persuaded simply by repeated exposure. (G.Magee,
The six principles of persuasion are easy to identify and implement when working to persuade someone. These powerful tools in the field of social psychology help to make a message truly and successfully persuasive. They appeal to people universally, and are “scientifically validated principles […] that provide for small practical, often costless changes that can lead to big differences in [one’s] ability to influence and persuade others” (“Principles of Persuasion”, 2017).
One principle I believe to not be as ethical as the others would be “consensus”. In the Science of Persuasion video, Cialdini and Martin state that people who follow the persuasion principle of consensus “will look to the actions of others to determine their own” (9:14). This could be less ethical than others because people will base their actions off of another person’s actions, which might not be how they truly feel about the certain situation. One’s own communication should be solely based on their own opinion and choice, but if they change their ways due to someone else’s actions, their “actions are unintentional” and doesn’t allow the “individual to think or act for themselves” (Rothwell 24). Choice is a very big part when it comes to communication and the coercion of someone else’s thoughts negatively impact how a person will relay their communication to others. Since it is not fully their own thoughts and ideas, this makes their actions seem unintentional. The person who sees the individual’s actions to be unintentional does not feel as comfortable and it does not create a level of trust, which would would likely cause the person to cut off contact or communication with the individual. Like the last principle, integrity can also play into why this principle of persuasion is not as ethical as others. Carter explains in his text Integrity that “it is sometimes necessary to take that
persuasion on people you need to be familiar with the structure behind a persuasive message. It is important to identify which route is beingused (central or peripheral) and understand the effect of the communicator,the content of the message, the method of communication, and the reaction by the audience. Counterarguements in making a public commitment strengthen out resistance to persuasion.
In the most widely quoted and discussed model of presidential power, Richard Neustadt states that the power of the president lies in the power to persuade. According to Neustadt, the key to presidential success and influence is persuasion. Although some may view the president as a powerful authority figure, the checks and balances established by the founders makes the president’s skills of persuasion crucial.
The first principle of persuasion is likeability. If a person knows you, likes you and trusts you, you will have more influence on that person. Many factors play into whether or not a person or group likes another person or group. Being attractive, having similarities or common ties, familiarity, praise and being complimentary, and also being connected to the positive help one to be more likeable. Reciprocity is the basic concept of ‘you scratch my back and I’ll scratch yours’, and ‘what goes aournd comes around’ (Myers, 2010, pg. 237). Performing favors is a powerful tool to influence because people feel obligated to repay that favor. The third principle listed is social proof. This is related to peer pressure as people tend to look to others to substantiate and justif...
be a successful persuader. You should also know what to look out for, so you don't fall
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.
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.