Persuasive Conversation Vocabulary

leading someone to insight through carefully crafted questions

“Rather than telling, ask: What would happen if we tried that?”

Origin: From Socrates' method of teaching through questions

introducing an idea subtly so it grows in the other's mind

“I just want to plant a seed for you to consider later...”

Origin: Agricultural metaphor for nurturing ideas

getting small agreements that lead to a larger yes

“Start with easy yeses before asking for the big commitment.”

Origin: From climbing a ladder of successive agreements

securing a small commitment before requesting a larger one

“Would you sign this petition? Now, would you donate?”

Origin: From salespeople preventing door closure

making a large request first so a smaller one seems reasonable

“Can I borrow $100? No? How about $20?”

Origin: From having a door closed in your face, then trying again smaller

setting a reference point that influences subsequent judgments

“Starting negotiations with a high number anchors expectations.”

Origin: From the anchor that holds a ship in place

leveraging the human tendency to return favors

“After she helped him move, he felt obligated to help her.”

Origin: Latin `reciprocus` (alternating, returning)

showing that others have already done what you're asking

“Everyone in your department has already signed up.”

Origin: From proving acceptability through social examples