Aristotle (384-322 B.C.) Identified three different approaches to
persuasion: Ethos relies on persuading on the basis of
emphasizing the quality of the speaker.
Logos refers to persuasion using logic or reason.
Pathos tries to persuade others by appealing to their emotions.
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Dictionary
Influence: the action or process of producing effects
on the actions, behavior, opinions, etc., of another or others
Persuasion: 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.
Bailey J. & Burch M.
Influence “involves changing the attitudes and behaviors
of other people without using any force or show of power.”
Persuasion “… 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
Attitudes
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=02JlnqUhXeU&feature=related
Influence
Initial meeting: Listen Assess situation Use shaping/reflection Determine how to proceed – best approach
Framing
Format (context) Examples of similar cases Taking back control, setting rules,
delivering consequences Avoid arguments
Information
Graphs 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)
Technical Expertise
Uncommon problem behavior Eating disorder (Kennedy Krieger) Self-injurious behavior (UF)
Influential Conversation
http://www.youtube.com/watch?v=Y1Xkf1jGNYY
Emotional Component
“To convince anyone to do anything you have to be able to tell a good story”
http://www.youtube.com/watch?v=_qDv7fC_izw&feature=related
Audience
Gather information Identify leader Assess leader’s influence Analyze recent decisions Observe body language
receptive, supportive hostile? Be prepared to pause for clarifications
Solid Case/Effective
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
Summary
Compelling story Listen carefully Show you care Frame conversation Present evidence/information Technical expertise Credibility Know your audience Communicate effectively
References
Bailey J., & Burch M. (2010). 25 Essential Skills & Strategies for the Professional Behavior Analyst. New York: Routledge