Inhoud
Inleiding..................................................................................................................................................3
Drie basisbehoeften................................................................................................................................3
1. Systeembehoeften..........................................................................................................................3
2. Sociale behoeften...........................................................................................................................3
3. Individuele gedachten....................................................................................................................3
Hoofdstuk 1 – Weerstand erkennen.......................................................................................................4
Ik weet dat je nee gaat zeggen WE.....................................................................................................4
De maar de beslissing is aan jou techniek BAJ....................................................................................4
2. Klare taal.........................................................................................................................................4
3. Foot-in-the-door.............................................................................................................................5
4. Het beloofde land...........................................................................................................................6
5. Zelfoverreding....................................................................................................................................7
6. Altercasting.........................................................................................................................................7
07. Sociale bewijskracht.....................................................................................................................8
08. Garantie........................................................................................................................................8
09. Aantrekkelijkheid..........................................................................................................................9
10. Humor...........................................................................................................................................9
11 Schaarste.....................................................................................................................................10
12 De klik..........................................................................................................................................10
13 Lokaas..........................................................................................................................................11
14 That’s not all................................................................................................................................11
15 Mere exposure............................................................................................................................12
16 Anchoring....................................................................................................................................12
17 Astroturfing.................................................................................................................................13
18 Antropomorfisme........................................................................................................................13
19 Betrouwbaarheid.........................................................................................................................14
20 Disrupt & reframe........................................................................................................................15
21 Metaforen....................................................................................................................................15
22 Implementatie-intenties..............................................................................................................16
23 Reciprociteit.................................................................................................................................17
24. God terms...................................................................................................................................17
25 Seks..............................................................................................................................................18
26 Autoriteit.....................................................................................................................................19
27 Winst-verliesframing...................................................................................................................20
, 28 Het recency- en primacy- effect...................................................................................................20
29 Appelleren aan angst...................................................................................................................21
30 Doublespeak................................................................................................................................22
31 Projectie.......................................................................................................................................22
32 Door-in-the-face..........................................................................................................................23
33 Subliminaal..................................................................................................................................24
Inleiding..................................................................................................................................................3
Drie basisbehoeften................................................................................................................................3
1. Systeembehoeften..........................................................................................................................3
2. Sociale behoeften...........................................................................................................................3
3. Individuele gedachten....................................................................................................................3
Hoofdstuk 1 – Weerstand erkennen.......................................................................................................4
Ik weet dat je nee gaat zeggen WE.....................................................................................................4
De maar de beslissing is aan jou techniek BAJ....................................................................................4
2. Klare taal.........................................................................................................................................4
3. Foot-in-the-door.............................................................................................................................5
4. Het beloofde land...........................................................................................................................6
5. Zelfoverreding....................................................................................................................................7
6. Altercasting.........................................................................................................................................7
07. Sociale bewijskracht.....................................................................................................................8
08. Garantie........................................................................................................................................8
09. Aantrekkelijkheid..........................................................................................................................9
10. Humor...........................................................................................................................................9
11 Schaarste.....................................................................................................................................10
12 De klik..........................................................................................................................................10
13 Lokaas..........................................................................................................................................11
14 That’s not all................................................................................................................................11
15 Mere exposure............................................................................................................................12
16 Anchoring....................................................................................................................................12
17 Astroturfing.................................................................................................................................13
18 Antropomorfisme........................................................................................................................13
19 Betrouwbaarheid.........................................................................................................................14
20 Disrupt & reframe........................................................................................................................15
21 Metaforen....................................................................................................................................15
22 Implementatie-intenties..............................................................................................................16
23 Reciprociteit.................................................................................................................................17
24. God terms...................................................................................................................................17
25 Seks..............................................................................................................................................18
26 Autoriteit.....................................................................................................................................19
27 Winst-verliesframing...................................................................................................................20
, 28 Het recency- en primacy- effect...................................................................................................20
29 Appelleren aan angst...................................................................................................................21
30 Doublespeak................................................................................................................................22
31 Projectie.......................................................................................................................................22
32 Door-in-the-face..........................................................................................................................23
33 Subliminaal..................................................................................................................................24
