Persuasion and Influence

Alicia C. Allan Caldwell College

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Identified three different approaches to persuasion: 

Ethos relies on persuading on the basis of emphasizing the quality of the speaker.

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Logos refers to persuasion using logic or reason.

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Pathos tries to persuade others by appealing to their emotions.

http://movies.netflix.com/WiPlayer?movieid= 70156884&trkid=3325854

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Influence: 

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the action or process of producing effects on the actions, behavior, opinions, etc., of another or others

Persuasion: 

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to induce to believe by appealing to reason or understanding (convince: to persuade the judge of the prisoner's innocence). to prevail on (a person) to do something, as by advising or urging: We could not persuade him to wait.

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Influence 

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Persuasion 

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“involves changing the attitudes and behaviors of other people without using any force or show of power.” “… changing an opinion by presenting your view sometimes by using argument or debate.”

Attitudes  

Verbal repertoires Indicative of how people might behave in certain situations

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Some parents don’t want to confront their child Frustration leads to irrational actions Parents have strong bias against “rewards” ABA is labor-intensive compared to counseling

http://www.youtube.com/watch?v=02JlnqUh XeU&feature=related

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Initial meeting: Listen  Assess situation  Use shaping/reflection  Determine how to proceed – best approach 

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Framing Information Technical Expertise

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Format (context) Examples of similar cases Taking back control, setting rules, delivering consequences Avoid arguments

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Graphs  

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Simple (from published literature or your own work) Powerful tool for behavior analyst but can pose a problem…

Trust  

Caring Responsible

"If you would persuade you must appeal to interest rather than intellect.“

Benjamin Franklin (1706-1790)

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Uncommon problem behavior  

Eating disorder (Kennedy Krieger) Self-injurious behavior (UF)

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http://www.youtube.com/watch?v=Y1Xkf1jGN YY

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Four elements: Credibility  Audience  Solid case  Effective communication 

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“To convince anyone to do anything you have to be able to tell a good story”

http://www.youtube.com/watch?v=_qDv7fC_i zw&feature=related

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Credibility = Trust + Experience Honest  Reliable  Leadership  Integrity  Effectiveness 

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Gather information Identify leader Assess leader’s influence Analyze recent decisions Observe body language 

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receptive, supportive hostile?

Be prepared to pause for clarifications

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Begin with compelling story Show video/Photos Meet company needs/politics Change voice pitch/volume Present evidence – clear charts/graphs Anticipate objections End wit clear statement

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Compelling story Listen carefully Show you care Frame conversation Present evidence/information Technical expertise Credibility Know your audience Communicate effectively

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Bailey J., & Burch M. (2010). 25 Essential Skills & Strategies for the Professional Behavior Analyst. New York: Routledge

“For the great majority of mankind are satisfied with appearance, as though they were realities and are often more influenced by the things that seem than by those that are”

Niccolo Machiavelli