Cob 202 Chp. 8

Front 1

A form of influence - A process of guiding people toward the adoption of a behavior, belief, or attitude that one believes

Back 1

persuasion

Front 2

Su8ggests that the success or failure of the persuasion attempt could be affected by whether the structure of the situation is balanced or unstable

Back 2

balance theory

Front 3

suggests that people are comfortable when their attitudes or beliefs are in concert with their behaviors, and uncomfortable when they are not

Back 3

cognitive dissonance theory

Front 4

suggests that in the same way individuals receive a small injection of a disease-producing substance to increase immunity against that disease, persuaders can be effective when they anticipate the objections of the persuadee and address those objections before they arise

Back 4

inoculation theory

Front 5

suggests that people use three criteria to determine whether to respond to a persuader's arguments: appropriateness, consistency, and effectiveness

Back 5

ACE Theory

Front 6

the right thing to do, based on generally accepted standards or norms, or in some cases, rules of law or morality

Back 6

appropriateness

Front 7

the degree to which the action or belief proposed compares to that of similar others or to their own past behaviors or espoused beliefs

Back 7

consistency

Front 8

the degree to which an action or idea leads to a desirable state or outcome

Back 8

effectiveness

Front 9

acquired through developing an understanding or knowledge base about the subject matter or a track record of experience and prior success in the given area; demonstrated through passion or conviction, presenting reliable data, and giving nondefensive responses to questions or criticism

Back 9

expertise

Front 10

acquired over time through personal and professional relationships in which others perceive you as consistent, reliable, and conscientious; demonstrated by showing empathy, humility, and solid emotional character; pursuing common ground; and looking out for the other's best interest

Back 10

trustworthiness

Front 11

acquired by practicing, having a plan and knowing what you're going to say and when; demonstrated by being confident and self-assured.

Back 11

composure

Front 12

acquired initially through one's attire or grooming, gestures, and etiquette, as well as through possession of credentials.
Demonstrated over time through interactions with others, in particular taking a personal interest in the ideas and the people involved in the interaction and being enthusiastic and engaged with the process

Back 12

positive impression or appearance

Front 13

sets a collaborative tone and attains three interrelated objectives: provides a perspective we would like the other party to consider. Provides an open-minded way for alternatives and ideas to be compared and contrasted. Creates a logical structure by which decisions can be made.

Back 13

framing for common ground

Front 14

facts and data can make the difference between your audience supporting your argument or not

Back 14

logic and reasoning

Front 15

sppealing to people's feelings, fears, values, dreams, frustrations, egos, vanities, or desires

Back 15

emotional connection

Front 16

convincing people to believe or adhere to something that is neither in their best interest nor something they wo9uld believe or do without the presence of the persuader

Back 16

manipulation