Marwell & Schmitt’s 16 Compliance-Gaining Strategies

 

(A Great Reference for Persuasion Communications)

 

 

1.   PROMISE

Words: “If you (   ), then I will reward you.”

2.   THREAT

Words: “If you do not (  ), then I will punish you.”

3.   EXPERTISE (Positive way)

Words: “If you (   ), then you will have better chances in the future.”

4.   EXPERTISE (Negative way)

Words: “If you do not  (   ), then you will be punished, and not have better chance in the future.”

5.   LIKING

Strategy:  Get friendly with receiver, establish positive relationship with conversations, then communicate your point/request/idea.

6.   PRE-GIVING

Strategy: Get friendly with receiver, establish positive relationship with conversations, but also give something (object/information).  Then, communicate your point/idea/request.

 

7.   NEGATIVE STIMULATION

 

 

Strategy: Keep telling the receiver that he must agree, and you will keep telling him until he does.

8.   DEBT

Strategy: Remind the receiver of the past favors you have done; then, establish the idea that he owes you.

9.   MORAL

Strategy:  Emphasize to the receiver that it is the right thing to do, so he comply/agree.

10. GOOD FEELING

Strategy: Tell the receiver he will feel good about himself if he complies/agrees.

11. BAD FEELING

Strategy: Tell the receiver he will feel bad about himself if he does not comply/agree.

12.  ALTERCASTING (Positive)

Strategy: A person with good qualities would comply/agree.

13.  ALTERCASTING (Negative)

Strategy: Only a person with bad qualities would not comply/agree.

14.  ALTRUISM [helping others]

Words:  “I need your help very badly with (  ), so please do it for me.”

 

15.  ESTEEM (Positive)

 

 

Words:  “Everyone will think very highly of you if you      (   ).”

16.  ESTEEM (Negative)

Words:  “Everyone will think very badly about you if you do not (   ).”