Chapter 9
1
Gain-framed messages are more effective compared to the loss-framed messages. Gain-framed messages are more persuasive especially when the behavior is associated with preventive actions. Gain-framed messages change beliefs and attitudes towards certain behaviors such as smoking which leads to avoidance. Gain-framed messages involve gaining the desired outcome or preventing an undesired outcome.
2
The climax order of arguments puts one's best material for argument first while the anticlimax order saves the best material for last. The pyramidal order sandwiches the best points in the middle of the argument. Both the anticlimax and climax order have been proved effective while the pyramidal order has been proved to be the least effective. Strong arguments should be presented first or last, but they should never be placed in the middle.
3
Primacy involves long-term memories while recency is associated with short-term memory. The primacy technique is most effective with early things, while recency is most effective with the most recent patterns. Recency is the result of a retroactive interference while primacy arises from a proactive interference.
4
Techniques which can be used to encourage people to resist persuasion include forewarning, reaction, and inoculation. When people are pre-warned about an incoming persuasive message, they will plan ahead and come up with defenses. The boomerang effect can be used to make people react and do the exact opposite of what is intended by the message. The inoculation technique exposes people to similar messages so that they build resistance for future messages.
5
There are a number of techniques that can be used to counter a forewarned audience. Before the speech, the speaker should be introduced by a credible third person. During the speech, the speaker should clearly point out that they have no personal bias to the issue, reassure that the argument is in their best interest to the audience and not that of the speaker, encourage the audience to have an open mind, and convince the audience that both sides of the argument have been considered.
Chapter 10
1
Pre-giving is a technique which offers the other person a reward or favor before asking for something in return. Pre-giving creates a sense of obligation from the other person by making them feel good about themselves. The technique should, however, be used with caution especially when dealing with big rewards as the recipient does not always reciprocate, and when the giver is dealing with issues which are not aligned to the recipient's values.
2
The foot in the door technique is built on the assumption that agreeing to a small request increases the likelihood of agreeing to a bigger request. The technique is built on consistency given that the second larger request is in line with the initial request. The technique is most effective with coherent positioning and common requests.
3
The door in the face involves making a large request before making a smaller request. People are more likely to agree to a smaller request after refusing a larger request earlier since they feel that they cannot always say no to all requests. The technique is most effective when the requests are made by the same person, and the requests are similar in nature. When people say no to a certain request, they feel like they owe the other person.
Chapter 11
1
There exist five basic types of compliance gaining strategies which are rewarding activity, expertise, punishing, activation of personal commitments, and activation of impersonal commitments. While the rewarding activity offers gains for agreeing to a certain request, the punishing activity involves a punishment or consequence for failing to comply with a certain request. The expertise activity gives the other person the feeling that they have the knowledge needed to make a certain decision. The activation of impersonal commitments gives the other person the feeling that they will feel bad about themselves if they do not comply with the request, while the activation of personal commitments reminds the other person of their commitments to others.
2
7 situational dimensions influence compliance gaining strategies. These include personal benefits that the persuader seeks to gain if they are successful, situation apprehension which is determined by the amount of ease the persuader feels in the situation and resistance to persuasion which refers to the opinions of the audience and how easily they can be swayed. The persuader's perceptions on their right to persuade the audience, the intimacy of the relationship between the persuader and the audience, dominance which dictated by who dominates who between the target and the persuader, and the relational consequences on the long term effects that could arise from the interaction between the target and the persuader are also other situational dimensions to consider.
3
There are different types of power. The referent power which arises from a valued relationship which provides the feeling of acceptance and oneness, the expert power which is attributed to the possession of skills followers expect from a leader and legitimate power which is authority associated with a person’s position in an organization. Reward power arises from one’s ability to reward while coercive power comes from one’s ability to punish if expectations are not met.
Chapter 12
1
There are three factors which determine the difference between deception and persuasion which include the intention, the transparency, and benefits to the audience. Both processes involve changing attitudes, but deception often involves fooling the other person for the benefits of the persuader. Deception is often biased and involves one-sided benefits for the persuader.
2
According to the information manipulation theory, deception arises from the violation of four maxims which include quality, quantity, manner, and relevance. Quality can be violated through falsification of information while quantity can be violated through lies of omission. Relevance can be violated by evasion while manner is violated through equivocation.
3
The four-factor model argues that when people are lying four factors are at play, and they can be used to detect when people are lying. These factors include arousal, behavior control, emotion, and thinking. When people lie, they are anxious about violating their values and being caught which leads to speech impairments and pauses which can be detected by lying detectors. Liars tend to control body movements and facial expressions, but leakages often occur and legs and facial expressions may tend to differ, or micro motions will tend to cross their facial expressions revealing their underlying true emotions. Liars think through their speech which results in longer speeches, pauses, and generalizations which avoid specific details.
4
According to the interpersonal deception theory liars try to manipulate messages so that they can relay untruthful information which causes them anxiety from the fear of being caught. The audience, in turn, tries to discern whether the speaker is truthful or if they are telling a lie causing them to suspicious of the speaker. Deception involves the central message which is verbal, the ancillary message which involves both the verbal and non-verbal communication aspects which reveal the truthfulness of the speaker, and inadvertent behavior which give leakages that the speaker is lying about something.
