Persuasion
From The Art and Popular Culture Encyclopedia
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Persuasion or persuasion arts is an umbrella term for influence. Persuasion can influence a person's beliefs, attitudes, intentions, motivations, or behaviours.
Persuasion is studied in many disciplines. Rhetoric studies modes of persuasion in speech and writing and is often taught as a classical subject. and neuroscience studies the brain activity associated with this behaviour. History and political science are interested in the role of propaganda in shaping historical events. In business, persuasion is aimed at influencing a person's (or group's) attitude or behaviour towards some event, idea, object, or another person (s) by using written, spoken, or visual methods to convey information, feelings, or reasoning, or a combination thereof. Persuasion is also often used to pursue personal gain, such as election campaigning, giving a sales pitch, or in trial advocacy. Persuasion can also be interpreted as using personal or positional resources to change people.
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Etymology
From French persuasion and its source, Latin persuāsiō, from persuādēre, from suādēre (“to advise, recommend”).
Manipulation
Individuals high on the Machiavellianism trait have tendencies to engage in manipulation and deceit to gain self benefits for themselves.
List of methods
By appeal to reason:
By appeal to emotion:
- Cosmetic Advertising
- Presentation and Imagination
- Pity
- Propaganda
- Manipulation (psychology)
- Seduction
- Tradition
Aids to persuasion:
- Body language
- Communication skill or Rhetoric
- Personality tests and conflict style inventory help devise strategy based on an individual's preferred style of interaction
- Sales techniques
Other techniques:
Coercive techniques, some of which are highly controversial or not scientifically proven effective:
See also
- Captatio benevolentiae
- Compliance gaining
- Judge–advisor system
- Perception management
- Regulatory focus theory
- Sleeper effect
- Social marketing