From Persuasion: Reception and Responsibility COMMON TACTICS From Persuasion: Reception and Responsibility

FOOT IN THE DOOR From Robert Cialdini. Get the customer to make a small commitment that will become a long-term, bigger commitment. Was used by Chinese communists to brainwash POWs. Used by many nonprofit groups.

FOOT IN THE DOOR Was used by Chinese communists to brainwash POWs. Used by many nonprofit groups.

DOOR IN THE FACE From Robert Cialdini who also calls it the rejection-then-retreat strategy. Offer them something big and get rejected, but then offer something smaller that the customer will accept. Customers, joiners or donors often feel by settling for less, they are in control and dictated the deal. Can also use sell-up technique with this.

DOOR IN THE FACE Customers, joiners or donors often feel by settling for less, they are in control and dictated the deal. Can also use sell-up technique with this.

YES-YES Get the audience to agree with you on several points and then it is more likely they will say “yes” to the last thing you have to say. Having agreed to most parts of the appeal, the persuadee is likely to say yes to the key and final request.

YES-YES Having agreed to most parts of the appeal, the persuadee is likely to say yes to the key and final request.

Known as “don’t-ask-if-ask-which” tactic. ASKING NOT IF BUT WHICH Known as “don’t-ask-if-ask-which” tactic. Similar to polarization. Only give them a few, usually two options to choose from. This tactic can be used unethically, so beware.

ASKING NOT IF BUT WHICH This tactic can be used unethically, so beware.

A QUESTION FOR A QUESTION This is a tactic some people use to throw others off guard by responding to a request by asking a question. This gives the questioner time to think.

A QUESTION FOR A QUESTION This gives the questioner time to think.

THE PARTIAL COMMITMENT Similar to the door-in-the-face or rejection-the-retreat strategy. Get a partial commitment from the audience and then come to a final large request. Examples of this could be samples, test drives, clipping coupons, etc.

THE PARTIAL COMMITMENT Examples of this could be samples, test drives, clipping coupons, etc.

ASKING FOR MORE SO THEY SETTLE FOR LESS Similar to the door-in-the-face or rejection-the-retreat strategy. Start with a price or level of commitment higher than what audience is probably willing to pay or do. When the persuader backs off, the audience believes they are getting a special offer.

ASKING FOR MORE SO THEY SETTLE FOR LESS

PLANTING Involves using imagery to appeal to one or more of the five senses by getting the target group or person to recall how the product, idea or candidate was experienced. Tie the persuasion to one of the five senses, and the audience will remember the message longer and better.

PLANTING Tie the persuasion to one of the five senses, and the audience will remember the message longer and better.

Also called the reciprocity tactic. THE IOU Also called the reciprocity tactic. Involves trying to get audience to feel that they owe you something. Can place audience in your debt by giving them free samples or offers of help.

THE IOU Can place audience in your debt by giving them free samples or offers of help.