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Belonging, Understanding, Controlling, Enhancing Self, Trusting Others (Essay Sample)


Video: https://www(dot)youtube(dot)com/watch?v=cFdCzN7RYbw
Question 1: Which of the five core social motives (belonging, understanding, controlling, enhancing self, trusting others) do you think best explains the science of persuasion as discussed in Dr. Robert Cialdini's talk?
Question 2: The talk by Dr. Robert Cialdini highlights six principles in persuading others: Reciprocity, scarcity, authority, consistency, liking, and consensus. Recall a time in which you utilized one of these principles to persuade someone else, or in which someone else utilized one of these principles to persuade you.
Question 3: Take any one of the IATs available at the following link:
Do you think the IAT is a reliable and valid measure of attitudes? Why?


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Social Motives
Persuasion plays a major role in the lives of people. Individuals often convince other people and change their opinions, attitudes, and behavior. Persuasion attempts have limited impacts. One of the essential reasons is that individuals avoid being influenced to undertake any actions and are often motivated to resist (Fransen, Smit, & Verlegh, 2015). The strategies for persuasion incorporated also contribute to the negative resultant impacts. However, various strategies of persuasion have been proven effective. Dr Robert Cialdini developed five principles that could be used in persuading individuals and result in a positive outcome. The principles are inclusive of reciprocity, authority, consistency, consensus, scarcity, and liking.
Among the five social motives existent inclusive of belonging, controlling, trusting others, understanding and enhancing self; understanding clearly underpins the six principles of persuasion explained by Cialdini (2014). People equally understand the meaning of normal behavior. Individuals are expected to behave in a particular rational manner. Understanding is directly related to belonging. Individuals need to understand the intentions of other people or a situation before making a decision on how to approach the circumstance. Understanding offers guidance to the type of decision an individual makes. Experience with people is easily understood. Various human processes are universally recognized, including tonality, body language, and facial expressions. Shared knowledge and experiences ensure understanding between people (Contractora & DeChurchb, 2014).
The motive for belonging triggers social influence. It is essential for the formation of meaningful relationships and to aid individuals to connect. Since people experience states of depression and anxiety when their bonds to others are broken, they act based on understanding and belonging (Contractora & DeChurchb, 2014). Belonging and understanding clearly elaborates the principles of liking, which is where individuals act similarly to others; reciprocity where an individual

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