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STRATEGIILE OMEGA ÎN(TRE) PERSUASIUNE ȘI MANIPULARE
Omega Strategies in/between persuasion and manipulation

Author(s): Daniel Ciurel
Subject(s): Social Sciences
Published by: Editura Universitatii LUCIAN BLAGA din Sibiu
Keywords: influence; resistance; Knowles; Omega Strategies

Summary/Abstract: Persuasion and manipulation are two forms of influence via discourse. Although similar in structure, they are different in intention. There are two types of approaches in persuasion: Alpha strategies, which increase the attractiveness of the request and Omega strategies, which reduce the resistance to the request. Resistance is the key element of persuasion. There are three areas of resistance to persuasion: reactance (resistance to the influence); skepticism (resistance to the proposal); and inertia (resistance to change). Omega strategies deal with resistance, using specific techniques, both in deceptive and persuasive ways.

  • Issue Year: 41/2016
  • Issue No: 1
  • Page Range: 324-328
  • Page Count: 5
  • Language: Romanian