Getting People to Believe in Something They Can’t Yet Imagine
Harvard Business Review
OCTOBER 10, 2014
Traditional influencing theory — as expounded, for example, by Robert Cialdini in Influence: The Psychology of Persuasion — offers “invoking authority” as a way to persuade others to support things that are new to them. PILOT PROJECT: Another of the major methods of persuasion outlined by Robert Cialdini is the “principle of consistency.”
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