This paper examines the ways that communication is used to achieve desired results and get others to behave as the communicator wishes: Techniques, principles, content, style, listener needs and nonverbal communication.
Written in 1990; 1,800 words; 4 sources; $ 63.95
From the Paper:
"This study will examine the ways that communication is used to acquire what the communicator wants and ways that communication is used to get another to behave the way the communicator wants him to behave.
Cialdini writes that there are six basic principles which are utilized by effective communicators to get what they want and to influence and shape the behavior of others: "Although there are thousands of different tactics that compliance practitioners employ to produce yes, the majority fall within six basic categories. Each of these categories is governed by a fundamental psychological principle that directs human behavior and . . . give the tactics their power. . . The principles (are) consistency, reciprocation, social proof, authority, liking, and ... "
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