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Cialdini wrote the 1984 book on persuasion and marketing, Influence: The Psychology of Persuasion.It was based on three "undercover" years applying for and training at used car dealerships, fund-raising organizations, and telemarketing firms to observe real-life situations of persuasion.
Negotiation – Discussion aimed at reaching an agreement. Persuasion – The action or fact of persuading someone or of being persuaded to do or believe something. Service orientation – Actively looking for ways to evolve compassionately and grow psycho-socially with people.
Persuasion or persuasion arts is an umbrella term for influence. Persuasion can influence a person's beliefs, attitudes, intentions, motivations, or behaviours. [1] Persuasion is studied in many disciplines. Rhetoric studies modes of persuasion in speech and writing and is often taught as a classical subject.
It is often presented at the beginning of a negotiation to influence the rest of the negotiation. As an example, say you want to sell a car for 50,000 dollars. Now a customer walks in saying they want to buy a car. You say that you can sell the car for 65,000 dollars. Their counteroffer would probably be 50,000–55,000 dollars.
Argumentation includes various forms of dialogue such as deliberation and negotiation which are concerned with collaborative decision-making procedures. [3] It also encompasses eristic dialog, the branch of social debate in which victory over an opponent is the primary goal, and didactic dialogue used for teaching. [ 2 ]
One of the primary goals of marketing communication is to persuade consumers or businesses, by either changing their perception of a brand, product, or service or persuading them to purchase (or feel motivated / tempted to purchase) a product or service. The "Elaboration Likelihood Model" is used to demonstrate how persuasion occurs.
Self-persuasion came about based on the more traditional or direct strategies of persuasion, which have been around for at least 2,300 years and studied by eminent social psychologists from Aristotle to Carl Hovland, they focused their attention on these three principal factors: the nature of the message, the characteristics of the communicator, and the characteristics of the audience.
Some people may adopt aggressive, coercive, threatening and/or deceptive techniques. This is known as a hard negotiation style; [8] a theoretical example of this is adversarial approach style negotiation. [8] Others may employ a soft style, which is friendly, trusting, compromising, and conflict avoiding. [3]