guide to yes final

What are the several general benefits of mirroring another person? Cite examples of succesful mirroring from the realms of negotiation and food service

help negotiate, build rapport, earn trust, appease people. Waitresses who repeated orders back get more tips. Negotiators who mirrored body language reached deals more often

“search for the values in others” describe and illusrate this approach. Relate this to the fact that people can distinguish between authentic and inauthentic smiles, and tend to react more positively to the former

people can tell when you are inauthentic so if you want to like someone, search for something you truly admire/like about them and authentically share that to build rapport

describe and illustrate the scarcity principle and how it can be used in persuasion

people show a greater desire for an object when they learn it is unique, available, in limited qualities or obtainable fpr a short amlunt of time. So it can be used to persuade by pointing out rare of unique aspects of the product, also point out exclusivity of this info

how does the scarcity principle explain peoples reactions to the “new coke” fiasco?

people wanted the coke they could not longer have and were angry about losing the og coke

include a descripton of the companys erroneous decusuin-making process

when testing it, people plied the new coke better when they knew was new. However, this doesnt mean they like the new stuff, it meant they liked the exclusivity of unavailability of the products to others

describe loss aversion and illustrate how it can be used in persuasion

People are more motivated to avoid losses than to aquire gains. Mention losing something to persuade people to do something

why has the word “because” obtained so atimuch persuasive power?

because of its continually of continually reinforced association over the course of our lives between because and the good rationales that typically follow

When does the word “because” have to be associated with a good reason for it to be powerful?

When the stakes of the request are high

rather than tell your child to go wash your hands “because I said so” what would probably be a more effective strategy?

Having them say because to you so they can be reminded of why they listen to you

What is fluency?

the ease or difficulty of experiencing something

if you are selling a product, why might it be beneficial for you to aks your audience to generate many reasons in favor of a competitor’s offering?

it seems hard to do and if its hard that means it must not be a great product

under what condition would it be wise for you to promote a product by asking your audience to imagine using it?

If it is easy to imagine doing so

explain and illustrate the power of simplicity in the messages that you use to persuade others. Relate this to names, print front, and simple versus complex language

simple names, words, are easier to remember and pronounce. Stocks in market with easier names made more money. Better handwriting and easier to read is perceived as more persuasive, simple language is deemed more persuasive

“If the gloves fit, you must acquit” Why are you rhyming statements seen as more accurate and truthful?

More memorable and easier to repeat to others and people find them to be more accurate

define and give an example of percetual contrast effect

the characteristics of objects not perceived in a vacuum out rather is comparison to others. Ex. after putting weighted rings on a bat, having them off makes the bat lighter

illustrate the perceptual contrast effect using the factors amount of information and cost

People find things more pesuasive and informative if told a larger amount of info for one thing bs another. Ppl are persuaded when costs of 2 things are compared

give an example of how people are more likely to stick with tasks or programs if they have evidence that they already made progress toward completing them

when given a loyalty card of 10 stamps with 2 already punched, people completed the card more often than those who got a loyalty card that only needed 8 stamps but hadn’t been started

why are people more attracted to colors with 1) unexpected descriptive and 2) ambiguous names?

they create a sense of mystery and intrigue that leads potential customers to consider the positive aspects of your goods and services

explain and illustrate how this attraction can be used in the realms of business and family life

in business, if you give a project or training initiative an unexpected and ambiguous name, it’ll attract workers. For family, naming dinners something fun & unique will foster excitement from kids

why should advertising campaigns integrate essential images, characters, or slogans of their ads into in-store product displays and product packaging?

because people will often forget the message so having a memoru aid will remind them

explain and give an example of how memory aids can enhance the effectiveness of social norms and marketing

ex. college drinking ads should put slogans on frisbees or coaster to remind students in drinking settings. Police encouraged bars to put blue & red flashing light in ice cubes into people’s drinks to remind them of the law

explain and illustrate how mirros or pictures of eyes can persuade people to behave in more socially desirable ways

People feel the need to act according to the attributes they assign themselves. Ex. people littered less when looking in a mirror for experiement, people paid more for coffee when picture of eyes was ther

in making important decisions, why is it typically a good idea to take things slowly, take a step back, let some time pass, examine how you feel, compose yourself, and wait until your feelings are more emotionally neutral before you decide?

Because emotions lead to unrational decisions

explain and illustrate how emotional experiences can have a detrimental effect on decision making

people thinking emotionally will pay more and sell for less. Ex. peopel thinking sad would pay the same for 5 cds vs 10 but oeople thinking rationally would pay less for 5 cds than 10

explain and illustrate why, in regard to dealing with attempts to persuade, it might be a good idea to get more sleep

when people are tired, theyre more likely to be in a heightened state of gullibility because of the diminished cognitive energy and motivation association with exhaustion. Ex. political prisoners believe in anything after being sleep deprived

explain and illustrate how distractions can make us more suceptible to persuasive messages

with the multitasking, your brain function reduces. Ex. selling “halfcakes” vs “cupcakes” distracts audiences and when you say “theyre delicious” you bring them back

if you have a good argument, why might you be more persuasive with those who drank their morning coffee 45 minutes ago?

it takes 45 minutes for caffeine’s full effects to kick in and people are more easily persuaded when they have caffeine

why are email messages more likely to be misunderstood than face to face or phone conversations?

Because voice inflections and physical gestures are not present to act as indicators when a message is ambiguous. Also senders don’t know the message may be misunderstood

explain and illustrate why it might not be a good idea to conduct a negotiation exclusively through email?

Because you don’t get to know about them and it lacks the personal part that helps come to an agreement

how should your persuasive strategies differ when aimed at members of more individualistic versus more collectivist-oriented cultural groups? Explain and illustrate

you should emphasize individual “experience the minty freshness” for individuals and collaborative “share the minty fresh experience” for collective culture

when making a second request to a person, how might ones strategy differ in regard to members of more individualistic versus more collectivist oriented cultures? Explain and illustrate

bring up how the request follows their personal past behavior for individualistic and bring up how reuest matches with past group behavior for collectivism. Ex. “You helped me a lot in the past can you help” vs “You and your coworkers helped me a lot in the past”

why are people from more collectivist-oriented cultures typically more uncomfortable with answering machines than those from omre individualistic cultures? explain and illustrate this in terms of the relative importance of the two functions of communication (informational and relational)

collectivist prescriptive relational functions and don’t like that you can’t interact/connect with answering machine vs individualists prioritize informational function so they just share information to the voicemail machine

what do we learn from the UK gasoline crisis of 2000 about the unethical use of persuasion strategies? Explain

that though it can reap immediate reqards, it’ll hurt your reputation in the long run

why should you not start a meeting by asking individuals to state their positions regarding the best way to handle the issue at hand? explain and ilustrate

Becuase they feel the need to stick to it and not compromise. For a mediator, instead of having parties state monetary demands at the beginning, do it at the end increased compromises