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Negative Expertise

 

Techniques General persuasionKellerman and Cole's 64 Strategies > Negative Expertise

Description | Example | Discussion | See also

 

Description

Get the other person to do as you propose by explaining that, simply by how the world works, they will suffer negative consequences unless they do as you say.

You can help this be more effective by beforehand building your credibility as a person who knows how the world works and can pronounce with authority and wisdom on a range of topics. One of the most important aspects of doing this is simply to display confidence in your assertions.

Example

If you get that tattoo, your school will kick you out.

If you want that woman to like you, showing off will not succeed.

I wouldn't buy that car if I were you. It is known as being unreliable.

Discussion

The basic premise of this method is 'That won't work'. The world is a big and complex place, particularly in the modern, globalized society where we are no longer affected just by local affairs. National and international matters affect all of us. For example when you buy a car, you are also buying into the culture and business decisions of its manufacturer and its suppliers, who are often spread globally.

Nobody can know everything in this information-rich context, so we become dependent more on others to provide us with information about how the world works, so we can make the best decisions that we can. This is particularly important for us when we are more risk-sensitive, fearing failure and putting effort into avoiding it.

Negative Expertise is also known as Expertise (Negative).

Negative Expertise is the 34th of the 64 compliance-gaining strategies described by Kellerman and Cole.

See also

Assertiveness

 

Kellermann, K. & Cole, T. (1994). Classifying compliance gaining messages: Taxonomic disorder and strategic confusion. Communication Theory, 1, 3-60

 

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