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Build self-esteem
Think Positive
Monitor Your Actions
Arrogance, Egotism and Pride denote low self esteem
"If you have built castles in the air, your work need not be lost; that is where they should be. Now put foundations under them."
- Henry David Thoreau
Importance of knowledge in the subject
Importance of
believing in one's
argument
"People who cannot present their ideas or sell themselves effectively have very little influence and are not highly respected."
- Brian Tracy
Credibility - The audience’s belief, confidence, and faith in you
Initial Credibility v. Acquired Credibility
4 Personal characteristics that affect credibility:
Establish credibility by finding common ground
Limit dissonance
Know audience
Understand your audience’s background, opinions, beliefs
Specifically addressing their wants and needs will show the audience that you are empathetic to their situations
Acquired initially through one’s:
Based on the audience’s desire to be like you
Build your image by identifying yourself with what your audience can benefit from
People will be more successful at persuasion if they can anticipate the objections of the persuadee before they arise
Prepare FOR and AGAINST statements ahead of time!