Course Objective

The objective of the workshop is to learn ways and

methods to influence behaviour and decision
making.
Learning Objectives

 To learn techniques of effective use of language (oral and written).

 To expose ourselves to the knowledge of psychology of persuasion

in influencing people and their decisions, understand negotiation
and negotiating across cultures

 Understand how Culture affects Communication.

 Evaluate communication from multiple perspectives for better

decision-making.
Learning objective 1 – Persuasion Through Effective Language

CONTRAST

BALANCE

NUANCE

SUBTLETY

CONCISION

DICTION

CHOICE OF WORDS
Learning objective 1 – Persuasion Through Effective Language – BALANCE & CONRAST

Balance & Contrast Using TRANSITIONAL ADVERBS

In so far as Nevertheless

Yet Notwithstanding

On the other hand On the contrary

But Instead

In fact Although

However
 Learning objective 1 – Persuasion Through Effective Language – Abstract & Verbose

girly girly’ - ‘

‘ok ok types’ / ‘cool types’

Incentivise / Actuals / Increase the fan

‘as such”

 Communities where anonymity in personal relationships prevail / Communities where people do not know one another.

 A high degree of carelessness - pre-operative and post-operative on the part of some of the hospital staff took place. (Some
of the hospital staff were careless both before and after the operation

 Evacuated to alternative accommodation (taken to another house)

 Blueprint, bottleneck, ceiling – plan, hold-up, limit

Learning objective 1 – Persuasion Through Effective Language – Abstract & Verbose

 Point of view, viewpoint, standpoint, angle

I can therefore see no reason why we need to see these application apart
from an information point of view (Except for information.)

From a cleaning point of view there are advantage in tables being of uniform
height. (for cleaning)

The performance is unsatisfactory from every angle (in every respect)

He may lack the most essential qualities from the view point of the teaching
hospitals (………………………)
Learning objective 1 – Persuasion Through Effective Language – Plain Words Movement

Anton Piller Order: Search order

Ex parte: Without notice
In camera/in chambers: In private
Inter partes: On notice
Interrogatories: Request for information
Leave of the court: Permission of the court
Minor/Infant: Child
Plaintiff: Claimant
Next friend/Guardian ad litem: Litigation friend
 Learning objective 1 – Persuasion Through Effective Language – Avoiding Superfluous Words

It has been wisely said that the adjective is the enemy of the noun.
If we make a habit of saying “the true facts are these”, we shall
come under suspicion when we profess to tell merely ‘ the facts”. If
a crisis is always ‘acute’ and an ‘emergency’ always ‘grave’, what is
left for those words to do it by themselves. If active constantly
accompanies ‘consideration’, we shall think we are being fobbed off
when are promised bare consideration. If a decision is always
qualified by definite, a decision by itself become a poor filleted
thing. If conditions are customarily described as prerequisite or
essential we shall doubt whether a condition without an adjective is
really a condition at all. If a part is always an ‘integral part’ there is
nothing left for a mere part but to be a spare part.
Learning Objective 1 – Persuasion Through Effective Language – Idioms & Expressions

‘missing the woods for the trees’

‘run with the hare and hunt with the hounds’
‘running high’
‘raining cats and dogs’
‘down to earth’
‘give sb a hard time’
‘play it by ear’
Put in (one’s) paper
Lace has come undone
---------
I complained with my parents about their attitude.
They can’t decide what to do with their problem.
She concluded in saying.
Learning Objective 1 – Persuasion Through Effective Language – Phrasal Verbs

Bring up
Call off
Come round
Get back at
Grow apart
Put out
Put on
Turn up
Rubbed away
PSYCHOLOGY OF PERSUASION

“Nudge’ – Richard Thaler & Cass Sunstein

 Heuristic (Bias)

1 'Anchoring and Adjusting' (comparing then guessing)

.2 'Availability' (perceived popularity/rarity)
.3 'Representativeness' (stereotyping and comparison)
.4 'Optimism/over-confidence' (under/over-estimation or complacency)
.5 'Loss aversion' (holding on to things/resistance) 'status quo bias'
(inertia)
.6 'Status quo bias' (inertia, default to no action)
.7 'Framing' (orientation, accentuation, presentation, styling)
Heuristic (Bias) – Contd.

.8 'Temptation' (greed, ego, short-term reward)

.9 'Mindlessness' (negligence, avoidance, not concentrating)
.10 'Self-control strategies' (habits and routines to counter weaknesses)
.11 'Following the herd' (conforming, mob instinct, safety in numbers)
.12 'Spotlight effect' (anxiety, pressure, "...everyone's watching my decision", fear of
making errors)
.13 'Priming' - (the ways people can be made ready or prepared before thinking and
deciding, e.g., visualization, role-modeling, building belief, offering methods not just
directions)
.14 'Stimulus response compatibility' - overlays other heuristics and 'nudges' - (the
design of signage, language, so that it looks and seems appropriate for the message
it conveys)
.15 'Feedback' - overlays other heuristics and 'nudges' - (given to respondent during
and after thinking/decisions, enabling adjustment and useful experience)
Heuristic (Bias)

1. Anchoring and Adjusting

Heuristic (Bias)

2. Availability (perceived popularity/frequency/rarity, visibility, commonness)

Heuristic (Bias)

.3 Representativeness (stereotyping, comparison)

Heuristic (Bias)

.4 Optimism/over-confidence (over/under-estimation, complacency, ignoring or

taking risks)
Heuristic (Bias)

.5 Loss aversion (holding on, resistance)

Heuristic (Bias)

.6 Status quo bias (inertia, resistance to change, default to inaction)

Heuristic (Bias)

.7 Framing (orientation, accentuation presentation)

Heuristic (Bias)

.8 Temptation (greed, ego, short-term reward, inability to delay gratification)

Heuristic (Bias)

.9 Mindlessness (negligence, not concentrating)

Heuristic (Bias)

.10 Self-control strategies (habits and routines to counter weaknesses)

Heuristic (Bias)

.11 Following the Herd (conforming, mob instinct)

Heuristic (Bias)

.12 Spotlight Effect (anxiety, pressure, 'all eyes on me', fear of making mistakes)
Heuristic (Bias)

.13 Priming (preparing people for thinking and decisions)

Heuristic (Bias)

.14 Stimulus Response Compatibility (language, signage, design - does the 'look
and feel' of the choice match the meaning of the choice?)
Heuristic (Bias)

.15 Feedback (during thinking and decision-making, enabling correction and

useful experience)