Why Influence? Everyday Modern Definitions Ethics I Ethics II Disciplines Approach Bad Info Structure Mindfulness Mindlessness Matrix Cults I Cults II Cults III Framing I Framing II Framing III Framing IV Framing V Framing VI Framing VII Framing VIII Bibliography Classwork Links

Pop Quiz Q: You're a financial investor counseling a conservative client. You feel that she should invest more aggressively so she can realize greater financial gain. When proposing a riskier investment strategy to her, do you focus on what she can gain from a more aggressive strategy? Or do you focus on what she loses by retaining a conservative strategy? A: You should have your client focus on losses resulting from not investing, rather than gains achieved from investing. Humans usually prefer not to lose rather than to gain. Copyright © 1997 by Kelton Rhoads, Ph.D. www.influenceatwork.com All rights reserved. persuasion, persuasion, persuasion, persuade, persuade, persuade, persuasive, persuasive, persuasive, comply, comply, comply, compliance, compliance, compliance, marketing, marketing, marketing, advertising, advertising, advertising, sales, sales, sales, selling, selling, selling, how to, how to sell, how to advertise, public relations, public relations, public relations, psychology, social psychology, social psychology, social psychology, influence, influence, influence, social influence, social influence, social influence, psychological persuasion, essential influence, influence at work, influencing, law, law, law, legal, legal, legal, politics, politics, politics, political, consulting, political consulting, political consulting, consultant, rhetoric, rhetoric, rhetorical persuasion, propaganda, propaganda, propaganda, communications, cult, cult, cult, cults, cults, cults, mind control, mind control, mind control, argument, argumentation, debate, adherence, Kelton Rhoads, Kelton Rhoads, Kelton Rhoads, Cialdini, Cialdini, Robert Cialdini.