The Art of Influence : Exploring Persuasion Techniques

persuasion

the process of influencing other's attitudes, beliefs, or behaviors through communication

elaboration likelihood model

a theory that describes how people process persuasive messages in two ways

central route of persuasion

a method of persuasion that involves deeply engaging with the content of a message

peripheral route of persuasion

a method of persuasion that relies on superficial cues such as attractiveness or credibility of the speaker

halo effect

the cognitive bias where a positive impression in one are leads to positive evaluations in other areas

foot in the door technique

a persuasive strategy where agreement to a small, initial request increases the likelihood of compliance with a larger, subsequent request

door in the face technique

a persuasive strategy where a large, initial request increases the likelihood of compliance with a reasonable, subsequent request

false consensus effect

a cognitive bias where people overestimate how much others agree with their own beliefs

cognitive dissonance

a psychological discomfort experienced when simultaneously holding conflicting beliefs, attitudes, or values, often leading to an alteration in one of the beliefs or behaviors to reduce the discomfort

industrial organizational (i/o) psychologists

psychologists who apply psychological principles and research methods to the work place to improve productivity