5Factors Influencing Persuasion ReciprocationConsistencySocial Proof (“Me Too”)LikingAuthorityScarcityWe are primed to respond in a particular way to social triggers, based on six principles: reciprocation (we feel indebted to those who give us something); consistency (once a decision is made, we strive to be consistent with it); social proof (we are more likely to deem a certain behavior correct if others behave in that way); liking (we are persuaded by those people who like us and are most like us); authority (we are trained from birth to be obethent); and scarcity (the things we can't have appear the most attractive).Woodward, David. "The Art of Persuasion." Director 2010: 57. ABI/INFORM Complete. Web. 29 Mar <http://ezproxy.msu.edu/login?url=http://search.proquest.com/docview/ ?accountid=12598>.
6Approaches Neurolinguistic programming Rapport building Persuasion techniquesMirroringPhysically (gestures, rate of movement)Cognitively (rate of speech)Emotionally (speech volume, affect, mood)Sensing (type of information processing they do)Storytelling
7That’s Great, But What About a Rubric for the Rest of Us?
8Match-Pace-Lead Match Them Set the Pace Lead to Action
9Shared Value Link to Greater Good Match Their View Pace Your View Lead Others’ ViewsShared ValueLink to Greater Good
11Match Pace Lead Objective Understand world view Introduce alternative viewMobilize by linking to othersIntroduces into ConversationNothing!Shared valueAlternative viewOthersGreater goodKeys to SuccessListen more than talkShow you respect and understand their viewShift their perspective and mobilizeTurning PointMechanismsSeek to understand (not be understood)Shared valuesLinking to greater goodPhrasesTell me about …Why is that?Help me understand….Hhhmm…That’s interesting, another way to see it…..I used to see it that way….…. “because”What can we do to help people see…I wonder…How do we get the word outLet’s…
12Using your cards, where is Michael going right (wrong) with Match-Pace-Lead?