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This class will study symbolic communication intended to influence beliefs, attitudes, values, andbehaviors. The course will focus on the critical assessment of persuasive messages, with additionalattention to the theories and research behind persuasive message construction.

Narrationen – ob als Filme, Fernsehserien, Romane oder Computerspiele – ermöglichen es uns, in andere Welten einzutauchen und die Perspektiven der Figuren einzunehmen. Inwiefern diese Erfahrungen die Überzeugungen, Einstellungen, Intention und Verhalten der Rezipienten beeinflussen, untersucht das Forschungsfeld der narrativen Persuasion. Dieser Band stellt die zentralen kommunikationswissenschaftlichen Ansätze und Modelle zur Erklärung narrativer Persuasion vor, erläutert das typische methodische Vorgehen und gibt einen systematischen Überblick über den Forschungsstand. Abschließend werden kritische theoretische und methodische Aspekte diskutiert und aktuelle Entwicklungen im Forschungsfeld skizziert.Das Buch eignet sich für Studierende und Lehrende der Kommunikationswissenschaft und für andere Interessierte als Einführung, Nachschlage- oder Überblickswerk zu zentralen Konzepten, Prozessen und Befunden narrativer Persuasion.

This article revisits the nonverbal rhetorical tradition in Confucianism and examines how Confucianism actualized the tradition through its careful consideration of supernatural forces. In Confucianism, genuine persuasion produces actual change and transformation of one&rsquo ; s course of action, not merely verbal conviction. Speech only is not enough to genuinely persuade others. A speaker must transform others by his exemplary acts in the rites and holy ceremonies where supernatural forces and the notion of the afterlife hold a significant place. While Confucius was not interested in discussing the existence of demons and ghosts or their actual function in society, he recognized that their supposed and assumed existence in holy rites would provide society with an opportunity for genuine persuasion, which leads people to actual changes and reforms in their political and moral life. Discussing the nonverbal mode of persuasion in Confucianism may enhance contemporary democracy in two aspects. First, nonverbal persuasion recognizes those who may have difficulty in actively participating in verbal communication, such as the disabled, immigrants, foreigners, and politically and socially marginalized people, in political discourses. Second, the positive role of civic religion in contemporary societies may be discovered.

We study the effect of noise due to exogenous information distortions in the context of Bayesian persuasion. We first characterize the optimal signal in the prosecutor-judge game from Kamenica and Gentzkow (2011) with a noisy and strongly symmetric communication channel and show that the sender's payoff increases in the number of messages. This implies that, with exogenous noise, the sender prefers to complicate communication. Then, we establish necessary and sufficient conditions for the sender's payoff to weakly increase in the Blackwell-informativeness of the noise channel when the message space and the channel are binary. The reason why a sender may benefit from additional noise is that a garbling may alter the noise structure. Subsequently, we provide sufficient conditions that extend this result to channels of arbitrary cardinality. Finally, we introduce a procedure of making a communication channel more complex and prove that increased complexity benefits the sender.

Changing hearts is an important part of changing minds. Research shows that appealing to human emotion can help you make your case and build your authority as a leader. This book highlights that research and shows you how to act on it, presenting both comprehensive frameworks for developing influence and small, simple tactics you can use to convince others every day. This volume includes the work of: Nick Morgan, Robert Cialdini, Linda A. Hill, and Nancy Duarte. This collection of articles includes "Understand the Four Components of Influence," by Nick Morgan; "Harnessing the Science of Persuasion," by Robert Cialdini; "Three Things Managers Should Be Doing Every Day," by Linda A. Hill and Kent Lineback; "Learning Charisma," by John Antonakis, Marika Fenley, and Sue Liechti; "To Win People Over, Speak to Their Wants and Needs," by Nancy Duarte; "Storytelling That Moves People," an interview with Robert McKee by Bronwyn Fryer; "The Surprising Persuasiveness of a Sticky Note," by Kevin Hogan; and "When to Sell with Facts and Figures, and When to Appeal to Emotions," by Michael D. Harris.

All treaties, akin to contracts between nations, formalize the promises of their parties. Yet the contents of those promises differ, with important consequences. One particular difference is underappreciated and divides treaties into two fundamentally different categories. In one category of treaty, nations agree that they themselves will act, or refrain from acting, in certain ways. For convenience, I call these "resolution" treaties because they demand that states resolve to act. In the second category, nations make promises they can only keep if nonstate third parties also act or refrain from acting. These are what I term "persuasion" treaties because they require states to persuade third parties to do something differently, through regulatory or other means. Significantly, each type of treaty carries a unique set of execution and compliance problems. Persuasion treaties are both distinctly important and distinctly challenged. Identifying the difference between these types of treaty commitment provides conceptual clarity that organizes treaty critiques, clarifies conditions for treaty success, and helps resolve critical persuasion treaty pathologies. This Article seeks to unearth the execution and compliance problems that drive the privatization critique, analyze the nature of those problems, and identify means of ameliorating them. I propose that the answers turn on identifying and understanding the class of treaties to which the problems inhere. Part I outlines the privatization critique and explains why it merits our attention; Part II constructs and defends the persuasion treaty theory; Part III illustrates the theory with preliminary empirical support; and Part IV shows how the theory frames problems and identifies possible solutions.

When is it possible for one person to persuade another to change her action? We consider a symmetric information model where a sender chooses a signal to reveal to a receiver, who then takes a noncontractible action that affects the welfare of both players. We derive necessary and sufficient conditions for the existence of a signal that strictly benefits the sender. We characterize sender-optimal signals. We examine comparative statics with respect to the alignment of the sender's and the receiver's preferences. Finally, we apply our results to persuasion by litigators, lobbyists, and salespeople. (JEL D72, D82, D83, K40, M31)