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Self-persuasion came about based on the more traditional or direct strategies of persuasion, which have been around for at least 2,300 years and studied by eminent social psychologists from Aristotle to Carl Hovland, they focused their attention on these three principal factors: the nature of the message, the characteristics of the communicator, and the characteristics of the audience.
To persuade people, you must cause them to experience dissonance, and then offer your proposal as a way to resolve the discomfort. Although there is no guarantee your audience will change their minds, the theory maintains that without dissonance, there can be no persuasion. Without a feeling of discomfort, people are not motivated to change. [89]
It is often used in working with ambivalence in people who are engaged in behaviours that are harmful to their health (for example, problematic substance use or excessive eating), [1] as part of psychological approaches such as those based on the transtheoretical model of change, [2] and in certain circumstances in motivational interviewing.
Someone who commits to a stance tends to behave according to that commitment. Commitment is an effective persuasive technique, because once you get someone to commit, they are more likely to engage in self-persuasion, providing themselves and others with reasons and justifications to support their commitment in order to avoid dissonance.
The characteristics of the nature of the communication impacts the degree of attitude change. One such characteristic is the design of the message; people tend be more persuaded by messages that don't appear to be targeted for them. [1] By nature, there is a primacy effect that occurs with speakers. People are more influenced by what they hear ...
The theory of Social Judgement attempts to explain why and how people have different reactions and responded toward the same information or issue. Social Judgment Theory can be used to improve the way people communicate with one another. The theory is also widely considered in persuasions.
There are three processes of attitude change as defined by Harvard psychologist Herbert Kelman in a 1958 paper published in the Journal of Conflict Resolution. [1] The purpose of defining these processes was to help determine the effects of social influence: for example, to separate public conformity (behavior) from private acceptance (personal belief).
Anatol Rapoport's 1960 book Fights, Games, and Debates described three persuasive strategies that could be applied in debates. [11] He noted that they correspond to three kinds of psychotherapy or ways of changing people, [12] and he named them after Pavlov (behaviorism), Freud (psychoanalysis), and Rogers (person-centered therapy).