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16 Cards in this Set

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A form of influence - A process of guiding people toward the adoption of a behavior, belief, or attitude that one believes
Su8ggests that the success or failure of the persuasion attempt could be affected by whether the structure of the situation is balanced or unstable
balance theory
suggests that people are comfortable when their attitudes or beliefs are in concert with their behaviors, and uncomfortable when they are not
cognitive dissonance theory
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
inoculation theory
suggests that people use three criteria to determine whether to respond to a persuader's arguments: appropriateness, consistency, and effectiveness
ACE Theory
the right thing to do, based on generally accepted standards or norms, or in some cases, rules of law or morality
the degree to which the action or belief proposed compares to that of similar others or to their own past behaviors or espoused beliefs
the degree to which an action or idea leads to a desirable state or outcome
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
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
acquired by practicing, having a plan and knowing what you're going to say and when; demonstrated by being confident and self-assured.
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
positive impression or appearance
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.
framing for common ground
facts and data can make the difference between your audience supporting your argument or not
logic and reasoning
sppealing to people's feelings, fears, values, dreams, frustrations, egos, vanities, or desires
emotional connection
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