Persuasion

Persuasion is underneath the umbrella term of Influence. Persuasion can attempt to influence a person's beliefs, attitudes, intentions, motivations, or behaviors.[1] In business, persuasion is a process aimed at changing a person's (or a group's) attitude or behavior toward some event, idea, object, or other person(s), by using written or spoken words to convey information, feelings, or reasoning, or a combination thereof.[2] Persuasion is also an often used tool in the pursuit of personal gain, such as election campaigning, giving a sales pitch,[3] or in Trial Advocacy. Persuasion can also be interpreted as using one's personal or positional resources to change people's behaviors or attitudes. Systematic persuasion is the process through which attitudes or beliefs are changed by appeals to logic and reason. Heuristic persuasion on the other hand is the process through which attitudes or beliefs are changed because of appeals to habit or emotion.[4]

Contents

* 1 Brief History

* 2 Theories of Persuasion

* 2.1 Functional theories

* 2.2 Elaboration Likelihood Model (ELM) of Persuasion

* 2.3 Conditioning Theories

* 2.4 Cognitive Dissonance Theory

* 2.5 Inoculation Theory

* 2.6 Attribution Theory

* 2.7 Social Judgment Theory

* 3 Methods

* 3.1 Usage of Force

* 3.2 Weapons of influence

* 3.3 Machiavellianism

* 3.4 Robert Greene's Laws

* 3.5 Relationship based persuasion of Shell and Moussa

* 3.6 List of methods

* 4 Persuasion in Culture

* 4.1 Persuasion Knowledge Model (PKM)

* 5 Neurobiology of persuasion

* 6 See also

* 7 External links

* 8 References

Brief History

Persuasion began with the Greeks, who emphasized rhetoric and elocution as the highest standard for a successful politician. All trials were held in front of the Assembly, and both the prosecution and the defense rested, as they often do today, on the persuasiveness of the...