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Negative Altercasting

Techniques > General persuasion > Kellerman and Cole's 64 Strategies > Negative Altercasting

Description | Example | Discussion | See also

Description

Get others to do as you want by pointing out that only a bad person would refuse to do what you suggest should be done.

You can frame 'bad' as any negative attribute, typically indicating this as some form of anti-social attitude or action.

Example

I knew a fellow once who wouldn't help out. Nobody liked him. Now come on, lend a hand!

Only an inconsiderate person would not contribute to such as worthy cause.

Are you a thief? I cannot believe it. I'd suggest putting that back before anyone else finds out.

Discussion

Altercasting 'casts' another person into another (alter) role, suggesting that they are (or may be) like a person you may describe.

What effectively negative altercasting does is to hold up an image of a socially undesirable person who breaks shared values. This implies that if they do not do as you ask, they will be like this bad image, and the result of breaking social rules would be that nobody else will like them or want to associate with them. Esteem from others is a very important need for many people, making the thought of being ostracized particularly powerful. The result should be that the person retreats from actions that may result in social disapproval.

Negative Altercasting, or 'Altercasting (negative)', is the second of the 64 compliance-gaining strategies described by Kellerman and Cole.

See also

Altercasting, Values, The Need for a Sense of Identity, Marwell and Schmitt's Compliance-gaining Strategies

Kellermann, K. & Cole, T. (1994). Classifying compliance gaining messages: Taxonomic disorder and strategic confusion. Communication Theory, 1, 3-60

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

Please help and share:

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
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

– About
– Guest Articles
– Blog!
– Books
– Changes
– Contact
– Guestbook
– Quotes
– Students
– Webmasters

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed