People in each culture develop certain responses to common situations in the persuasion process.
Because of my interests in academia, business and community/family along with individual performance, I feel like I learn something new and tease out more and more nuances of what influences you and I do, feel and think.
With this simple introduction let’s begin.
Of course there is more to cultural differences that impact influence than whether it is collectivist or individualistic.
For example, people in China and Germany think very long term. Those in the U.S. and Brazil on average are shorter term thinkers.
That means that people LIVE INSIDE OF DIFFERENT FRAMES and when asked questions their answers mean very different things from country to country.
Ask a Baptist, a Catholic, a Lutheran and a Jew a question of whether they are being righteous in the eyes of God, you’ll possibly get the same WORDS from each person but the BEHAVIORS are very, very different for each of those groups to get the behavioral label.
To succeed in persuading it’s imperative to understand how people make their decisions. And most people do not make their decisions based on biases, heuristics or even the force of the persuader.
They make their decisions based upon their character, their honesty, their self interest, their desire to help their family, their tribe, and all of the contextual cues we’ve talked about in this chapter, and hundreds more.
Certainly you must master heuristics and biases, know what expendable income people have, what their faith is, what tribes they belong to. You must understand WHO is in their rolodex of the mind and how to appeal to ALL of them. And more.
And then you must be able to appeal to the contexts, the frames.
And do it ethically, with integrity with the other person’s best interests in mind so you will develop friends and loves for life.