Psychology of Influence and Persuasion
Description
Understanding the fundamental psychological principles that drive human behavior in influence and persuasion contexts, including cognitive biases, social psychology theories, and ethical applications of persuasive techniques.
Learning Objectives
Learners will comprehend the psychological foundations of influence and persuasion by studying Cialdini's principles of reciprocity, commitment and consistency, social proof, authority, liking, scarcity and unity, understanding cognitive biases that affect decision-making, exploring social psychology theories including the Elaboration Likelihood Model and Heuristic-Systematic Model, and applying ethical frameworks to ensure responsible use of persuasive techniques in professional and personal contexts.
Topics (8)
Study of how people process persuasive messages through systematic analysis or heuristic shortcuts, developed by Petty and Cacioppo.
Exploration of Shelly Chaiken's model explaining how individuals process information through either careful analysis or cognitive shortcuts.
Study of systematic errors in thinking including confirmation bias, anchoring bias, availability heuristic, and their impact on persuasion.
Examination of classic social psychology experiments and theories explaining how people conform to social norms and group expectations.
Practical application of psychological principles through specific techniques and tactics used in sales, marketing, and interpersonal influence.
Framework for responsible use of influence techniques, considering consequences, consent, and mutual benefit in persuasive interactions.
Contemporary applications of influence principles in digital environments, including social media influence, online persuasion, and digital ethics.
Comprehensive study of Robert Cialdini's foundational work on influence, examining each principle with real-world examples and ethical considerations.