Speaker 1: Switching over to social influence and persuasion techniques. Compliance strategies
Speaker 1: like foot in the door, door in the face, we'll
Speaker 1: be talking about those Chaldeeni's six principles. We'll be looking
Speaker 1: at those reciprocity commitments, social proof, authority, liking, and scarcity.
Speaker 1: We'll look at the elaboration likelihood model as well. So
Speaker 1: let's take a look at social influence and persuasion. So
Speaker 1: compliance techniques is something you're going to have to know.
Speaker 1: Getting people to say yes is the concept. So a
Speaker 1: foot in the door is the first one, start small,
Speaker 1: then asks for more. Someone agrees to a minor request,
Speaker 1: they're more likely to agree to a larger one. Works
Speaker 1: by activating self perception. I said yes before, So it
Speaker 1: must be the kind of person who continues to help
Speaker 1: a client agrees to tract sleep for two nights, then
Speaker 1: feels more willing to start a full sleep hygiene plan
Speaker 1: over time. In addition, is door in the face start big,
Speaker 1: get turned down, and ask for something smaller. The contrast
Speaker 1: is the second request feels more reasonable. They call it
Speaker 1: reciprocal concession. You compromised. Now they feel they should too,
Speaker 1: So asking a pairent to a ten weekly and.
Speaker 2: Then they settle for a month.
Speaker 1: Low ball is a secure agreement, then reveal hidden costs.
Speaker 1: People tend to honor commitments even when conditions change. A
Speaker 1: client agrees to join a support group that learns it
Speaker 1: requires a brief intake session and a workbook.
Speaker 2: That's not all is another one.
Speaker 1: Sweetened the deal before the person responds creates a sense
Speaker 1: of added urgency and value. Scarcity principles another one, and
Speaker 1: that's perceived rarity increases value limited time only logic. The
Speaker 1: fear of missing out pushes a person to make a
Speaker 1: decision quickly.
Speaker 2: We've seen a lot of those in sales world for sure.
Speaker 1: Regards to clinical what you can do there as a
Speaker 1: framing therapy as a window of opportunity can increase engagements struy,
Speaker 1: especially during high motivation moments. Reciprocities people feel obligated to
Speaker 1: return favors, so even unsolicited gifts trigger the urge to repay.
Speaker 1: Example is getting psycho education or take home tools early
Speaker 1: in therapy builds goodwill. Now we'll look at Chadini's principles.
Speaker 2: You got six of them. Similar concepts.
Speaker 1: Reciprocity giving increases the likelihood of receiving commitment and consistency.
Speaker 1: Once we make a choice publicly, we want to stay
Speaker 1: consistent with it. So you can use this in goal
Speaker 1: setting the way reciprocity can be used and give gift
Speaker 1: giving cultures or therapeutic repport. Three is social proof. We
Speaker 1: look to others to decide what's appropriate. Many clients with
Speaker 1: anxiety have found this technique to be helpful. Number four
Speaker 1: is authority. We're more likely to be influenced by those
Speaker 1: perceived as experts. Number five we are more persuaded by
Speaker 1: people we like. And number six is scarcity. As above,
Speaker 1: scarce items or opportunities appear more valuable, often using public
Speaker 1: health campaigns or crisis interventions to promote action. The elberation
Speaker 1: likelihood model is different. So the elaboration likelihood model looks
Speaker 1: at central root and peripheral rout So it's looking at
Speaker 1: how people process persuasive messages depending on motivation and ability
Speaker 1: to engage. The central route involves careful, thoughtful analysis of
Speaker 1: arguments and it leads to a long lasting attitude change.
Speaker 1: You're talking about facts here a lot more reason and
Speaker 1: this requires motivation, time and the person having cognitive capacity.
Speaker 1: The peripheral route is well, we see a lot in advertising,
Speaker 1: it's based on superficial cues, attractiveness, confidence, emotional appeal, so
Speaker 1: it results results in short term. Change is more vulnerable
Speaker 1: though to counter arguments again, you see it a lot
Speaker 1: with like celebrities promoting something. It's not really logic, it's
Speaker 1: image that's happening here. So central root image, central root
Speaker 1: is logic. Peripheral route is more emotional appeal. Next as
Speaker 1: factors influencing persuasions, source credibility includes expertise, trustworthiness, and likability.
Speaker 1: A person, a therapist, yourself to closes appropriately builds credibility.
Speaker 1: Fear appeals can motivate or backfire. Moderate fear plus actionable
Speaker 1: solution is the most effective. So if you ignore high
Speaker 1: blood pressure, it could lead to stroke, so we'll look
Speaker 1: at that. And then message framing is another one. Gain
Speaker 1: frame messages. Eating fruits boosts immunity, while loss frame image
Speaker 1: messages work best for detection. Skipping your mammogram increases your
Speaker 1: cancer risk, So one is gain framed, the other one
Speaker 1: is loss framed. Clinical applications, you can use this in
Speaker 1: motivational interviewing, which leverages reciprocity, commitment, and consistency, and uses
Speaker 1: reflective listening and gentle props to help clients voice their
Speaker 1: own reasons for change and avoids resistance by rolling with ambivalence.
Speaker 1: An example of a technique would be what would it
Speaker 1: look like if things stayed the same? What might change
Speaker 1: if you took one small step? Really similar to solution focused.
Speaker 1: In some capacity, treatment adherents use commitment strategies. Have clients
Speaker 1: articulated goals out loud frame task.
Speaker 2: Using gain frame language.
Speaker 1: Taking meds daily gives you more energy reinforced effort using
Speaker 1: social proof. Other clients have found these skills helpful with
Speaker 1: anxiety flare ups, public health and prevention campaigns.
Speaker 2: You can use the peripheral route.
Speaker 1: Messaging works for low involvement audiences, so brief videos, social
Speaker 1: media influencers. Central route is better for informed decision making,
Speaker 1: so brochures, psycho education, webinars, manipulative influence, and relationships. If
Speaker 1: you look at it the relationships you can see Abusive
Speaker 1: partners often use scarcity, no one else would want you,
Speaker 1: or they'll use authority, I know what's best, or reciprocity
Speaker 1: Look what I've done for you. Therapy needs to help
Speaker 1: these clients deconstruct these patterns and restore internal attribution and
Speaker 1: self esteem as well as self efficacy. Understanding influence isn't
Speaker 1: about controlling others. It's about name the forces already shaping
Speaker 1: their decisions, then using those forces for growth, clarity, and change.