Diplomacy & Politics Glossary

A psychological phenomenon where individuals conform to group opinions or behaviors despite personal disagreement, influencing persuasion and group dynamics.

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

Altering the way information or situations are perceived to change emotional responses and behaviors in persuasion or conflict resolution.

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

Presenting information by comparing alternatives to influence perception and decision-making.

Decisional framing shapes how choices are presented to influence perception and decision-making outcomes.

The tendency for decision-makers to be influenced by how options are presented rather than the options themselves.

The decoy effect is a persuasion technique where the presence of a less attractive option influences choice toward a target option.

Decoy pricing introduces an inferior option to make a target choice appear more attractive during negotiation or persuasion.

The tendency to reject information that contradicts existing beliefs, affecting openness in negotiation and persuasion contexts.

The process of shaping how information is presented to influence perception and interpretation.

Emotional appeals use feelings such as fear, hope, or empathy to influence an audience’s attitudes or behaviors during persuasion.

A rhetorical appeal that establishes the speaker's credibility and trustworthiness to persuade the audience.

A persuasive technique that establishes the speaker’s credibility and ethical character to influence the audience.

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

Adjusting one's message to resonate with the audience's existing beliefs and values to increase persuasive impact.

The way information is presented influences decisions and judgments, often leading to different conclusions from the same facts.

How the presentation of options influences decision-making and agreement outcomes.

The cognitive bias where people's decisions and judgments are influenced by how information is presented rather than just the facts themselves.

The influence on decision-making and perception caused by how information or choices are presented or structured.

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

An interviewing method to uncover underlying values or motivations by progressively exploring reasons behind responses.

An appeal to logic and reason using facts and evidence to persuade an audience.

The perceived trustworthiness and expertise of a message source, which affects persuasion and influence effectiveness.

Message credibility enhancement uses evidence, expertise, and trustworthiness to increase persuasive impact.

Crafting communication to highlight certain aspects or values to influence audience interpretation and response.

Setting the audience’s expectations or mindset before delivering key messages to enhance receptivity.

Message tailoring customizes communication content and style to the specific characteristics and needs of an audience for greater impact.

The use of metaphorical language to create vivid mental images that influence attitudes and decisions.

Metaphorical framing uses metaphors to shape how information is interpreted, influencing attitudes and persuasion.

Crafting and presenting stories to shape perceptions and advance diplomatic objectives.

An emotional appeal aimed at influencing the audience's feelings to support an argument.

A psychological heuristic where people judge experiences based on their most intense point and the ending, affecting audience perception.

Methods such as ethos, pathos, and logos used to influence an audience’s beliefs or actions during a speech.

Adjusting communication content and style to the values, beliefs, and needs of a specific audience to enhance influence.

A structured narrative technique that builds emotional and logical appeal to convince an audience.

Using narrative techniques to engage audiences and influence attitudes or behaviors effectively.

Tendency to better remember information presented at the beginning (primacy) or end (recency) of a message or presentation.

The tendency to better remember and be influenced by information presented first (primacy) or last (recency) in a sequence.

Primacy effect causes information presented first to have greater influence on perception and memory.

A persuasion technique that involves framing arguments or proposals to highlight mutual benefits and shared interests, encouraging cooperation.

The social expectation to respond to a positive action with another positive action.

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.

Using questions that do not require answers to emphasize a point or persuade an audience during speeches or writing.

The tendency to focus on the most noticeable or emotionally striking information when making decisions or judgments.

The tendency to interpret information in a way that confirms existing beliefs and ignore contradictory evidence.

Shaping messages that resonate with a group's identity to increase persuasion and solidarity.

A mental shortcut where people look to others’ behavior to determine appropriate actions or beliefs.

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.

Techniques to increase a speaker’s credibility and ethical appeal during public presentations.

A story arc structures a narrative with a clear beginning, middle, and end to enhance persuasive storytelling and presentations.

A communication theory where media messages first reach opinion leaders who then influence others’ attitudes and behaviors.

The use of images and design elements to persuade or inform an audience.

The use of images, symbols, and design elements to persuade or inform an audience effectively.

The use of images, design, and visual elements to reinforce and enhance the persuasive impact of spoken content.