Kellerman and Cole's 64 Compliance-gaining Strategies: Direct Strategies

Kellerman and Cole: Direct Strategies

Kellerman and Cole identified over 820 persuasive strategies in the academic literature and reduced these to a still-long list of 64 strategies. Here is a filter of these, selecting only those that are based in being direct rather than cautious or deceptive.

Actor Takes Responsibility: Offer help.

Assertion: Firm statement.

Audience-Use: Ask them in front of other people.

Authority Appeal: Use your formal position.

Benefit for Me: Say what you get from them complying.

Benefit for You: Show what they will get from agreeing with you.

Criticize: Attack the person.

Debt: Remind them of what they owe you.

Direct Request: Just ask.

Equity: Tell them to be fair and equal.

I Want...: Just say what you want.

Logical Empirical: Use facts and evidence.

Not Seek Compliance: Act without asking.

Persistence: Do not give up.

Personal Expertize: Show you are expert.

Promise: Promise them something in return.

Surveillance: Tell them you will be watching.

This Is the Way Things Are: Refer to inviolable rules.

Threat: Promise punishment if they do not obey.

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Kellerman and Cole: Direct Strategies

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Disciplines

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Theories

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