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From the Northeastern Section of the ACS, focusing on career management and development
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03/25/17
Professional Behavior. Influence and “Pre-suasion”
Filed under: Recent Posts, Mentoring, Mature professionals, Observ. Trends
Posted by: site admin @ 6:26 pm

We have written about using emotions in our
storytelling
 especially related to trust, by Brene
Brown.
.

Robert Cialdini has offered convincing theories about
the psychology of influence.  His latest Pre-suasion
is highly recommended in offering ways to understand
how we are influenced and might be able to express
ourselves better.
.
Cialdini presents “pre-suasion” as frontloading attention
by altering audience members associations with what we do
or say next.
  - privileged moments:  tuning in to times when audience
is most receptive
  - channeling attention using attractors and magnetizers
  - ‘I link, therefore I think’ - creating or building on
associations
.
Influencing examples:
Agenda setting theory-  media rarely produce change by
presenting compelling evidence;  more likely persuade
indirectly by selecting issues and facts and excluding
unfavorable items.
.
Forced confessions have a history going back to the 1692
witchcraft trials appearing in many trials, Chinese Cultural 
Revolution ‘convictions’, and Joseph McCarthy Communist
Party affiliations indictments 1950s.
.
Neidert Core Motives Model of Social Influence
Stage 1:  cultivating a positive association, using
“reciprocity” and “liking” in a meaningful, unexpected and
customized way
Stage 2:  reducing uncertainty, using authority and social 
proof to provide priority to a course of action
Stage 3:  motivating positive action, sealing the action
to move ahead.
.
Where Influencing is used in marketing: 
1. media traffic reports as programming space editors
2. naming of supplements and nutrients sounding like
derivation from natural products.
 

One Response to “Professional Behavior. Influence and “Pre-suasion””

  1. site admin Says:
    https://www.forbes.com/sites/rogerdooley/2016/09/01/pre-suasion-robert-cialdinis-sequel-to-influence/#763c425d59e6 http://brandgenetics.com/pre-suasion-speed-summary/

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