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What are the Six design Principles?
Emphasis, Contrast, Balance, Alignment, Repetition, Flow
TERM 2
What design element is the most
important?
DEFINITION 2
The most important element on the page should be the most
prominent
TERM 3
Power
DEFINITION 3
the potential to allocate resources and to make and enforce
decisions
TERM 4
Influence
DEFINITION 4
An extension of power, it is the mechanism through which
people use power to change behaviors or attitudes
TERM 5
Persuasion
DEFINITION 5
Closely related to influence, but is also very different. It isn't
a force and has no coercive component. It is a process
through which one aims to change or reinforce the attitudes,
opinions or behaviors of others
Three Sources of Power
Position, Relationships, Personal
TERM 7
Three Types of
Managers
DEFINITION 7
Affiliative Managers, Personal Power Managers, Institutional
Managers
TERM 8
Affiliative
Managers
DEFINITION 8
More interested in being liked than in using power to get the
job done
TERM 9
Personal Power Manager
DEFINITION 9
Personal need for power exceeds his need to be liked
TERM 10
Institutional
Managers
DEFINITION 10
Deploy power in service of the organization
What is the credibility
formula?
Trust + Expertise = Credibility
TERM 17
Ways you can earn peoples trust
DEFINITION 17
Tell both sides of the story Deliver on your promises Keep
Confident Be consistent in your values Encourage the
exploration of ideas Put others' best interests first
TERM 18
Ways to strengthen your expertise
DEFINITION 18
Research your ideas Get firsthand experience Cite Trusted
Sources Prove it Master the language of your topic Don't hide
your credentials Team up with credible allies Gather
endorsements
TERM 19
Identify Centers of Influence
DEFINITION 19
Decision Makers- can approve or reject idea Stakeholders-
are directly affected by the acceptance of your proposal
Influencers- participate indirectly in the decision making
process
TERM 20
Decision making Styles
DEFINITION 20
The Thinker- logical, person who needs a lot of information before
making a decision The Skeptic- will challenge every one of your
point, but in the end will make a decision based on emotion. The
Follower- takes his cues from the politically powerful The
Controller- unemotional and analytical in making decisions. highly
wedded to her own ideas and less open to others
Metaphors
Metaphor is the concept of understanding one thing in terms
of another.
TERM 22
Analogies
DEFINITION 22
Comparisons that use the words "like" or "as"
TERM 23
What can stories
do?
DEFINITION 23
1. Grab the listeners attention 2. Simplify complex ideas and
make them concrete 3. Evoke powerful emotions among
listeners 4. Stay in your audiences mind long after the facts
and details have been forgotten
TERM 24
Persuasion Triggers
DEFINITION 24
mental shortcuts for listeners that you can use to persuade
TERM 25
Greek Speech Model
DEFINITION 25
1. Introduction 2. Narrative 3. Argument 4. Refutation 5.
Conclusion
What are some tools to activate the
emotional side of an audience?
Analogies, Metaphors, vivid descriptions and stories
