Persuasion or Manipulation?

Machiavellian Tactics in Communication

Presentation By
Nakul Retdhania PGP30149 Sakshi Jain PGP30167
Virat Nilangekar PGP30153 Shweta PGP30171
Vivek Gupta PGP30180

Machiavellianism
A personality characteristic indicating ones willingness to do whatever it
takes to get ones way

Lacks empathy
No regards for ethical norms
Exploits people for own benefit
Short term ideological focus
Behavioral
Characteristics
Niccolo Machiavelli (1469-1527)
Machiavellianism
Most accurately described as a social manipulator- one who uses guile,
deception and opportunism in interpersonal affairs
Machiavellian Traits
Competitiveness
Confidence
Dogmatism
Cynicism
Immorality
Cunning
Deceit
Flattery
Manipulative while demonstrating cool and cold approach
Manipulation

Commonly Used Tactics
Lying
Taking advantage of
emotional investments
Challenging ego through
provocation and contempt
Tempting one to Err
Brainwashing

Manipulator Traits
Do not reveal information about
themselves
Keep information about others
Spontaneous, innovative and creative
in their responses
Vanity
Men are so simple of mind, and so much dominated by their immediate needs, that a deceitful man
will always find plenty who are ready to be deceived - Machiavelli
Persuasion
Intended to modify attitude, value or belief of the target using honest and ethical
means
Persuasion Types
Appeal to Emotions
Appeal to Reason
Coercive
Analyze
Audience
Segment
Audience
Persuasive
Techniques
Ensuring
Commitment
Follow up
Process for persuasion


Conclusion

Intent behind your desire to persuade a person
Truthfulness & transparency of the process
Net benefit or impact on that person
The fine line between Persuasion & Manipulation
References
Communication for Managers-by Payal Mehra
http://kommein.com/
http://www.alenmajer.com/
http://www.psychologytoday.com/
http://www.youtube.com/
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