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<v Speaker 1>Switching over to social influence and persuasion techniques. Compliance strategies

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<v Speaker 1>like foot in the door, door in the face, we'll

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<v Speaker 1>be talking about those Chaldeeni's six principles. We'll be looking

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<v Speaker 1>at those reciprocity commitments, social proof, authority, liking, and scarcity.

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<v Speaker 1>We'll look at the elaboration likelihood model as well. So

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<v Speaker 1>let's take a look at social influence and persuasion. So

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<v Speaker 1>compliance techniques is something you're going to have to know.

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<v Speaker 1>Getting people to say yes is the concept. So a

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<v Speaker 1>foot in the door is the first one, start small,

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<v Speaker 1>then asks for more. Someone agrees to a minor request,

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<v Speaker 1>they're more likely to agree to a larger one. Works

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<v Speaker 1>by activating self perception. I said yes before, So it

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<v Speaker 1>must be the kind of person who continues to help

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<v Speaker 1>a client agrees to tract sleep for two nights, then

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<v Speaker 1>feels more willing to start a full sleep hygiene plan

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<v Speaker 1>over time. In addition, is door in the face start big,

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<v Speaker 1>get turned down, and ask for something smaller. The contrast

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<v Speaker 1>is the second request feels more reasonable. They call it

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<v Speaker 1>reciprocal concession. You compromised. Now they feel they should too,

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<v Speaker 1>So asking a pairent to a ten weekly and.

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<v Speaker 2>Then they settle for a month.

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<v Speaker 1>Low ball is a secure agreement, then reveal hidden costs.

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<v Speaker 1>People tend to honor commitments even when conditions change. A

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<v Speaker 1>client agrees to join a support group that learns it

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<v Speaker 1>requires a brief intake session and a workbook.

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<v Speaker 2>That's not all is another one.

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<v Speaker 1>Sweetened the deal before the person responds creates a sense

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<v Speaker 1>of added urgency and value. Scarcity principles another one, and

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<v Speaker 1>that's perceived rarity increases value limited time only logic. The

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<v Speaker 1>fear of missing out pushes a person to make a

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<v Speaker 1>decision quickly.

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<v Speaker 2>We've seen a lot of those in sales world for sure.

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<v Speaker 1>Regards to clinical what you can do there as a

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<v Speaker 1>framing therapy as a window of opportunity can increase engagements struy,

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<v Speaker 1>especially during high motivation moments. Reciprocities people feel obligated to

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<v Speaker 1>return favors, so even unsolicited gifts trigger the urge to repay.

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<v Speaker 1>Example is getting psycho education or take home tools early

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<v Speaker 1>in therapy builds goodwill. Now we'll look at Chadini's principles.

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<v Speaker 2>You got six of them. Similar concepts.

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<v Speaker 1>Reciprocity giving increases the likelihood of receiving commitment and consistency.

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<v Speaker 1>Once we make a choice publicly, we want to stay

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<v Speaker 1>consistent with it. So you can use this in goal

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<v Speaker 1>setting the way reciprocity can be used and give gift

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<v Speaker 1>giving cultures or therapeutic repport. Three is social proof. We

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<v Speaker 1>look to others to decide what's appropriate. Many clients with

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<v Speaker 1>anxiety have found this technique to be helpful. Number four

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<v Speaker 1>is authority. We're more likely to be influenced by those

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<v Speaker 1>perceived as experts. Number five we are more persuaded by

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<v Speaker 1>people we like. And number six is scarcity. As above,

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<v Speaker 1>scarce items or opportunities appear more valuable, often using public

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<v Speaker 1>health campaigns or crisis interventions to promote action. The elberation

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<v Speaker 1>likelihood model is different. So the elaboration likelihood model looks

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<v Speaker 1>at central root and peripheral rout So it's looking at

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<v Speaker 1>how people process persuasive messages depending on motivation and ability

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<v Speaker 1>to engage. The central route involves careful, thoughtful analysis of

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<v Speaker 1>arguments and it leads to a long lasting attitude change.

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<v Speaker 1>You're talking about facts here a lot more reason and

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<v Speaker 1>this requires motivation, time and the person having cognitive capacity.

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<v Speaker 1>The peripheral route is well, we see a lot in advertising,

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<v Speaker 1>it's based on superficial cues, attractiveness, confidence, emotional appeal, so

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<v Speaker 1>it results results in short term. Change is more vulnerable

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<v Speaker 1>though to counter arguments again, you see it a lot

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<v Speaker 1>with like celebrities promoting something. It's not really logic, it's

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<v Speaker 1>image that's happening here. So central root image, central root

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<v Speaker 1>is logic. Peripheral route is more emotional appeal. Next as

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<v Speaker 1>factors influencing persuasions, source credibility includes expertise, trustworthiness, and likability.

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<v Speaker 1>A person, a therapist, yourself to closes appropriately builds credibility.

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<v Speaker 1>Fear appeals can motivate or backfire. Moderate fear plus actionable

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<v Speaker 1>solution is the most effective. So if you ignore high

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<v Speaker 1>blood pressure, it could lead to stroke, so we'll look

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<v Speaker 1>at that. And then message framing is another one. Gain

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<v Speaker 1>frame messages. Eating fruits boosts immunity, while loss frame image

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<v Speaker 1>messages work best for detection. Skipping your mammogram increases your

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<v Speaker 1>cancer risk, So one is gain framed, the other one

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<v Speaker 1>is loss framed. Clinical applications, you can use this in

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<v Speaker 1>motivational interviewing, which leverages reciprocity, commitment, and consistency, and uses

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<v Speaker 1>reflective listening and gentle props to help clients voice their

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<v Speaker 1>own reasons for change and avoids resistance by rolling with ambivalence.

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<v Speaker 1>An example of a technique would be what would it

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<v Speaker 1>look like if things stayed the same? What might change

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<v Speaker 1>if you took one small step? Really similar to solution focused.

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<v Speaker 1>In some capacity, treatment adherents use commitment strategies. Have clients

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<v Speaker 1>articulated goals out loud frame task.

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<v Speaker 2>Using gain frame language.

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<v Speaker 1>Taking meds daily gives you more energy reinforced effort using

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<v Speaker 1>social proof. Other clients have found these skills helpful with

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<v Speaker 1>anxiety flare ups, public health and prevention campaigns.

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<v Speaker 2>You can use the peripheral route.

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<v Speaker 1>Messaging works for low involvement audiences, so brief videos, social

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<v Speaker 1>media influencers. Central route is better for informed decision making,

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<v Speaker 1>so brochures, psycho education, webinars, manipulative influence, and relationships. If

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<v Speaker 1>you look at it the relationships you can see Abusive

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<v Speaker 1>partners often use scarcity, no one else would want you,

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<v Speaker 1>or they'll use authority, I know what's best, or reciprocity

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<v Speaker 1>Look what I've done for you. Therapy needs to help

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<v Speaker 1>these clients deconstruct these patterns and restore internal attribution and

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<v Speaker 1>self esteem as well as self efficacy. Understanding influence isn't

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<v Speaker 1>about controlling others. It's about name the forces already shaping

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<v Speaker 1>their decisions, then using those forces for growth, clarity, and change.