Pre-Suasion
Also called pre-suasive moments, privileged moments
What a communicator does just before delivering a message shapes how it will be received.
Pre-suasion is the practice of arranging for people to be receptive to a message before they encounter it. Dr. Cialdini's book of the same name argues that the most effective persuaders spend much of their effort on this moment beforehand, directing attention to the ideas that will make the message itself land. He calls such windows privileged moments for change.
Opening a meeting with the shared goal before the proposal, asking a question that brings the relevant value to mind before the ask, choosing the image on a page before writing the headline.
Use it to direct attention toward something that is genuinely in the other person's interest. Focusing attention on a truth is persuasion; focusing it to hide one is manipulation.
Foot-in-the-Door Technique
Agreeing to a small request makes people more likely to agree to a larger, related one later.
Door-in-the-Face Technique
A large request that is refused, followed by a smaller one, makes the smaller one more likely to be accepted.
Low-Ball Technique
Once people commit to a decision, they tend to stick with it even after its cost rises.
Know the terms. Now measure your own influence.
The Influence Assessment shows which of the seven principles you already use well, and which one is costing you.