In which of the following persuasion methods, the influencer uses logics and objective reasons to persuade the others to buy into influencer's ideas?

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Explanation

There are two major persuasion methods: 'push' and 'pull'.

Persuasion can be defined as encouraging someone to do something that you want them to do for

you. Persuasion is reasoning with someone so that they will believe or do something they might not

otherwise do. Persuasion can be considered as 'pushing' on TOP so that they can accept the change

in attitude or behaviour as a result of your actions.

Influence is the ability to affect the manner of thinking of another. Influence can be considered as

pulling on TOP so that you achieve the same result, but TOP feels they have changed their attitude or

behaviour as a result of their reflection and thinking, and not your direct actions.

There are multiple variables to consider when choosing between 'push' and 'pull'. Professor Fiona

Dent of Ashridge Business School proposes situations when each style might be most appropriate,

breaking down push into 'directive' and 'reasoning' and 'pull' into 'collaborative' and 'visionary':

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Using logical and objective reasons is one of the typical characteristics of persuasion reasoning

method.

Question 16 of 35

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