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Influencing Situation - Essay Example

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Influencing Situation 1. Description of Influencing Situation The influencing situation being considered is based on convincing another person to buy up land in a certain region in the suburbs of the city. The subject land being sold off is available in an area that is being developed as yet so it may not seem highly attractive as yet to potential buyers…
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Influencing Situation Essay
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"Influencing Situation"

Download file to see previous pages The object of this study will be to accost a person in order to convince them to buy up some land in the subject development scheme. The subject person (who will be talked to) will be from a list of potential buyers that has been provided by a real estate agent. This will ensure that the person being talked to is already interested in buying up real estate. If a person was chosen at random to sell real estate, it would be necessary to convince them to buy real estate in the first place. However, this would lengthen the overall convincing process so a person already interested in buying up real estate has been chosen. The contention behind this exercise will be to choose a fitting influencing model based on the situation in order to convince the person being targeted. 2. Choice of Influencing Idea The influencing idea being chosen to deal with the situation is the hierarchy of needs. A number of reasons can be attributed to why this model has been chosen in preference to other models on this issue. 2.1. Justification of Influencing Idea The primary facet of the needs hierarchy is the understanding that the person being influenced has needs. The needs of the person being influenced are utilized in order to gain a deeper understanding of the motivation with which the person can operate. For example, tabulating or estimating the person’s needs ensures that the influencer has a clear idea what stimulus the person will respond to. On another level, using the needs hierarchy provides the person being influenced with the impression that they are helping themselves by agreeing to the influencer’s ideas. This allows greater participation of the influenced person to make the influencing situation a success. This stands in contrast to other methods of convincing such as using heuristics, central route or peripheral route because these methods rely on more externalized approaches. When a person is involved on a more personal level with the influencing situation and tends to view the overall situation as benefiting him, it serves their need. These needs can be classified in a number of manners such as the classification by Maslow but the central idea remains the same – people have needs that require fulfilment. The needs hierarchy is a fitting premise for the current situation because it allows the influenced person to fulfil his needs. In addition, the needs hierarchy stands as a more effective strategy to convince people because it tends to bolster people’s self-esteem. This is in itself a need that requires constant fulfilment and using the needs hierarchy strategy will allow the acquisition of the idea without being lowered in self-esteem (Goble, 1970). The influenced person will gain the impression that the decision is totally his which will allow him to feel better about himself. 2.2. Basis for Influencing Idea The hierarchy of needs derives itself from the ideas of Abraham Maslow presented by him through the paper A Theory of Human Motivation (Maslow, 1943). The ideas presented by Maslow run parallel to other approaches in developmental psychology (Bornstein & Lamb, 2005) (Lerner, 2002). In essence all of these ideas rely on human growth through various stages in order to classify modes of development. In his own work Maslow adopted the terms physiological, safety, belongingness and love, self-esteem and self-actualisation in order to describe the various needs associated with human ...Download file to see next pagesRead More
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