changingminds.org

How we change what others think, feel, believe and do

 

Disciplines

 

Techniques

 

Principles

 

Explanations

 

Theories

 

 

Home

 

Blog!

 

Quotes

 

Guest articles

 

Analysis

 

Books

 

Help us

 

Links

 

 

Please help
and share:

 

Information Manipulation Theory

 

Explanations > Theories > Information Manipulation Theory

Description | Example | So What? | See also | References 

 

Description

In order to persuade or deceive, a person deliberately breaks one of the four conversational maxims:

  • Quantity: Information given will be full (as per expected by the listener) and without omission.
  • Quality: information given will be truthful and correct.
  • Relation: information will be relevant to the subject matter of the conversation in hand.
  • Manner: things will be presented in a way that enables others to understand and with aligned non-verbal language.

Example

A student is late handing in an essay. They approach the lecture trembling and weeping, saying how they have just been dumped by their long-term partner and forgot to hand in the essay (they had done it in time, honestly!).

So what?

Using it

Persuade by omitting information, telling untruths, going off the subject and confusing the other person. Use excuses. Be economical with the truth. Woffle.

Defending

Question what you are told, especially you find yourself changing your mind as a result. Probe for detail. Seek corroborating evidence. Watch the body language.

See also

Persuasion, Non-Verbal Behavior, Theories about trust, Expectancy Violations Theory

References

Dawson and Brashers (1996), McCornack, Levine, Solowczuk, Torres and Campbell (1992)

 

 

More Kindle books:

And the big
paperback book


Add/share/save:


 

 


Save the rain


 

 


SalesProCentral

 

Contact Caveat About Students Webmasters Awards Guestbook Feedback Sitemap Changes

 

 

Quick links

Disciplines

* Argument

Brand management

* Change Management

Coaching
+
Communication

Counseling

Game Design

+ Human Resources

+ Job-finding

* Leadership

Marketing

Politics

+ Propaganda

+ Rhetoric

* Negotiation

* Psychoanalysis

* Sales

Sociology

+ Storytelling

+ Teaching

Warfare

Workplace design

 

Techniques

+ Assertiveness

* Body language

* Change techniques

* Closing techniques

+ Conversation

Confidence tricks

* Conversion

* Creative techniques

* General techniques

+ Happiness

+ Hypnotism

+ Interrogation

* Language

+ Listening

* Negotiation tactics

* Objection handling

+ Propaganda

* Problem-solving

* Public speaking

+ Questioning

Using repetition

* Resisting persuasion

+ Self-development

Sequential requests

Stress Management

* Tipping

Using humor

* Willpower

Principles

+ Principles

Explanations

* Behaviors

+ Beliefs

Brain stuff

Conditioning

+ Coping Mechanisms

+ Critical Theory

+ Culture

Decisions

* Emotions

Evolution

Gender

+ Games

Groups

+ Identity

+ Learning

Meaning

Memory

Motivation

+ Models

* Needs

+ Personality

+ Power

* Preferences

+ Research

Relationships

+ SIFT Model

+ Social Research

Stress

+ Trust

+ Values

Theories

* Alphabetic list

* Theory types

 


  Changing Minds 2002-2013

  Massive Content -- Maximum Speed

TOP