Coercive Influence Continuum

IS SOMEONE TRYING TO ETHICALLY OR UNETHICALLY INFLUENCE YOU?
CHECK OUT THE INFLUENCE CONTINUUM

The following Influence Continuum shows you the method and modes of various influence techniques (on the left) as a vertical continuum. On the right you will find the various descending techniques for that section.

At the top of the Influence Continuum you will find choice respecting tactics that are educative and therapeutic and have their emphasis on the message. In the middle you will find compliance gaining techniques that are persuasive and manipulative and have their emphasis on gaining a response.

At the bottom of the continuum you will find destructive controlling techniques designed to isolate you from normal social supports and reality testing. As your review the continuum try to remember people or organizations (friends, bosses, teachers, family, corporate tactics, etc.) you liked and disliked that have been applied to you fromthe various sections of the influence continuum. This is a powerful quick tool to help you choose how you are influenced and to identify unethical or illegal types of personal, corporate or governmental influence to which you have been subjected.

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Method Of Influence	Techniques

Mode of Influence: Choice-respecting (emphasis on message)
Educative/Therapeutic:	Reflection Clarification Discussion Information Giving Directed Questioning Creative Expression Advisory/Therapeutic Commenting on Problem or alternatives Suggesting Ideas Recommending solutions Rational argument (message oriented) Hypnosis (some forms)

Mode of Influence: Compliance-Gaining (emphasis on response)
Persuasive/Manipulative Rational Argument:	compliance oriented Emotional appeals Compliance tactics: consistency, reciprocation, social proof, authority, liking, scarcity (see Cialdini. 1985) Hypnosis (some forms)
Controlling/Destructive Isolation from social supports:	Selective reward/punishment Denigration of self and of critical thinking Dissociative states to suppress doubt and critical thinking Alternation of harshness/threats and leniency/love Control-oriented guilt induction Active promotion of dependency Debilitation Physical restraint/punishment Pressured public confessions

(Created by Dr. Margaret Singer )

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Coercive Influence Continuum