Diplomacy & Politics Glossary

The scarcity principle states that people assign higher value to resources or opportunities that are perceived as limited or rare, enhancing persuasive influence.

A persuasion technique where presenting a less attractive option first makes the subsequent option appear more appealing.

A persuasion strategy where agreement to a small request increases the likelihood of compliance with a larger subsequent request.

Changing the perspective or context of a message to counteract an opponent's framing and influence audience perception.

The use of military force or economic sanctions to influence the behavior of other countries.

Mirroring body language and gestures to build rapport and trust during interactions.

A person who advocates on behalf of interest groups to influence government policy and legislation.

Quid pro quo is an exchange where one party offers something in return for a specific favor or concession during negotiations or diplomacy.

A persuasion technique where people feel compelled to return a favor or concession offered by another.

The psychological tendency to respond to a positive action with another positive action, often used to encourage cooperation or compliance in persuasion.

Social proof principle persuades individuals by showing that others have adopted a behavior or belief.

The strategic use of others’ actions or endorsements to influence attitudes and behaviors in persuasion.

The ability of a country to influence others through cultural appeal, diplomacy, and values rather than coercion.

A region or country over which a powerful state exerts predominant political, economic, or military control.

Regions where a powerful state exerts predominant political, economic, or military control without formal authority.