Essay on The Six Principles Of Persuasion

1100 Words Oct 19th, 2015 5 Pages
The objective of this essay is to describe the six principles of persuasion used to develop effective speeches. The principles are known as reciprocity, scarcity, authority, consensus, liking, commitment and consistency. These principles increase the effectiveness of the message that you want your audience to take away from a speech. Each principle places focus on the expectation of the receiver. The first principle is reciprocity. Reciprocity is defined as; “A situation or relationship in which two people or groups agree to do something similar for each other, to allow each other to have the same rights, etc. : a reciprocal arrangement or relationship.” (Merriam-Webster). This is an important principle as the essence of exchange of value is shared by the parties involved. This principle builds reliance, loyalty and support between people and groups. The second principle is known as scarcity. Scarcity is defined as; “The quality or state of being scarce; especially, want of provisions for the support of life .” (Merriam-Webster). This principle is based on the perception that if you do not get it now, you may lose it indefinitely. This is a critical technique for sales people. It is used to motivate the consumer, not by what they stand to gain, but by what they stand to lose. If the item is perceived to be one of a kind or limited in quantity, the consumer will be enticed to purchase it on the spot. The third principle is authority. Authority…

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