Podcast
Questions and Answers
What is the fundamental principle behind the Law of Obligation in persuasion?
What is the fundamental principle behind the Law of Obligation in persuasion?
- People feel obligated to repay favors. (correct)
- People prefer unsolicited gifts.
- People are indifferent to gifts.
- People are likely to ignore favors.
How does the Law of Contrast affect consumer perception?
How does the Law of Contrast affect consumer perception?
- It creates confusion about value.
- It eliminates the need to compare options.
- It influences judgments based on prior comparisons. (correct)
- It enhances awareness of the cost.
What psychological phenomenon contributes to the effectiveness of the Door-in-the-Face technique?
What psychological phenomenon contributes to the effectiveness of the Door-in-the-Face technique?
- Social proof.
- Reciprocity and perceptual contrast. (correct)
- Fear of missing out.
- Cognitive dissonance.
What impact does admitting a minor mistake have on trust-building during persuasion?
What impact does admitting a minor mistake have on trust-building during persuasion?
What strategy is described as starting with a small request and following it with a larger related request?
What strategy is described as starting with a small request and following it with a larger related request?
What is the primary reason why self-disclosure can enhance persuasion?
What is the primary reason why self-disclosure can enhance persuasion?
Why does resistance occur in the process of persuasion?
Why does resistance occur in the process of persuasion?
Which technique involves making an initially large request followed by a much smaller request?
Which technique involves making an initially large request followed by a much smaller request?
In what way does the Foot-in-the-Door technique rely on psychological consistency?
In what way does the Foot-in-the-Door technique rely on psychological consistency?
What is a key effect of using the Law of Contrast when presenting options?
What is a key effect of using the Law of Contrast when presenting options?
Which strategy effectively reduces reactance among an audience?
Which strategy effectively reduces reactance among an audience?
What is a suitable approach to address distrust in an audience?
What is a suitable approach to address distrust in an audience?
How can one effectively uncover hidden objections?
How can one effectively uncover hidden objections?
What is an example of an effective way to overcome inertia?
What is an example of an effective way to overcome inertia?
Which statement best represents a proactive approach to handling objections?
Which statement best represents a proactive approach to handling objections?
What is a potential benefit of viewing resistance as an opportunity?
What is a potential benefit of viewing resistance as an opportunity?
Which strategy is least effective for addressing fear in an audience?
Which strategy is least effective for addressing fear in an audience?
What technique could be used to encourage experimentation and reduce fear of the unknown?
What technique could be used to encourage experimentation and reduce fear of the unknown?
In preparing for potential objections, what is the most effective strategy?
In preparing for potential objections, what is the most effective strategy?
How should an argument be tailored to resonate with an audience's values?
How should an argument be tailored to resonate with an audience's values?
Flashcards
Reciprocity
Reciprocity
People feel obligated to repay favors or gifts. To use this principle, give something valuable to the person you're trying to persuade first.
Law of Contrast
Law of Contrast
Our perception of something's value is influenced by what we've seen before. To use this principle, show the person something more expensive first, then what you want them to buy.
Door-in-the-Face
Door-in-the-Face
Start with a large, unreasonable request that will be rejected. After the rejection, make a smaller, more reasonable request. This increases the chance of getting the smaller request accepted.
Foot-in-the Door
Foot-in-the Door
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Admitting Mistakes
Admitting Mistakes
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Self-Disclosure
Self-Disclosure
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Resistance
Resistance
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Distrust
Distrust
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Skepticism
Skepticism
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Lack of Connection
Lack of Connection
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Fear
Fear
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Inertia
Inertia
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How to Address Distrust
How to Address Distrust
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How to Address Skepticism
How to Address Skepticism
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How to Reduce Reactance
How to Reduce Reactance
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Uncover Hidden Objections
Uncover Hidden Objections
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Study Notes
Persuasion Techniques
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Reciprocity (互惠): The principle that people feel obligated to repay favors. Offer something first, make it personal, then ask for what you want.
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Law of Contrast (對比): Perception is relative. Present a more desirable option after a less desirable one to make the second seem more attractive. Example: showing an expensive item, then a more affordable one.
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Door-in-the-Face (以退為進): Make a large, initially unappealing request, then follow up with a smaller, more acceptable one. Leverages reciprocity and perceived reasonableness. Example: Asks for two hours of volunteering, then 20 minutes.
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Foot-in-the-Door (得寸進尺): Begin with a small, easy-to-accept request, then follow with a larger, related request. Relies on consistency to fulfill subsequent requests. Example: Asking to sign a petition and later ask for help with an event.
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Admitting Mistakes (承認錯誤): Showing vulnerability and humility by admitting minor mistakes builds trust and honesty.
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Self-Disclosure (自我揭露): Sharing personal information builds connection, liking, and trust. Example: A nurse sharing downsizing experience to connect with staff.
Understanding Resistance
- Resistance (抗拒): A natural part of persuasion. Absence indicates no need for persuasion.
- Types of Resistance: Distrust, skepticism, reactance, lack of connection, fear, inertia.
Strategies for Overcoming Resistance
- Distrust: Provide evidence and build credibility (e.g., testimonials).
- Skepticism: Highlight benefits and address concerns directly.
- Reactance: Minimize pressure; soften approach (e.g., foot-in-the-door).
- Connection: Find common ground and tailor message to resonate.
- Fear: Acknowledge concerns, offer guarantees, and emphasize upside. Example: money-back guarantees
- Inertia: Highlight ease of adoption, minimize effort (e.g., training support).
- Fear of the unknown: Encourages experimentation (e.g., free trial).
- Self-esteem: Appeal to ego by encouraging a challenging action (e.g., encouraging a skilled employee to master new technique),
- Incremental implementation: Reduce risk of adopting a new system and evaluate progress.
Handling Objections
- Turn Objections into Questions: Rephrase objections to understand underlying concerns (e.g., "too expensive" becomes "what's your budget?").
- Uncover Hidden Objections: Ask probing questions to reveal hidden resistance.
- Prepare in Advance: Anticipate likely objections and prepare responses.
Key Takeaways
- Resistance is an opportunity: To address concerns and strengthen the argument.
- Hidden objections: Require proactive questioning to uncover.
- Preparation is essential: To anticipate and address resistance.
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Description
Test your knowledge on various persuasion techniques such as reciprocity, door-in-the-face, and foot-in-the-door. Each technique plays a unique role in influencing decisions and behaviors. Understand these methods to enhance your communication skills!
