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The Dark Side of Persuasion

The Dark Side of Persuasion

Author(s): Shari Hoppin

Edition: 1

Copyright: 2021

Pages: 153

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$109.40

ISBN 9781792473890

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The Dark Side of Persuasion examines techniques of influence and how we can defend ourselves against manipulation of these techniques. Knowledge of persuasion strategies is helpful no matter which side we’re on, so the book offers both practical advice for persuaders and suggestions to prevent us from falling prey to scams. It presents theories and scientific studies about persuasion as well as examples of how scientifically grounded concepts apply to business and to everyday life. It also addresses dark side topics in persuasion such as propaganda, manipulation, and fake news. The book champions critical thinking, looks at persuasion from interpersonal to mass media contexts, and includes discussions of ethical considerations.

PowerPoint presentations and test questions are provided for instructors

PART 1 Propaganda, Persuasion, and Critical Thinking
CHAPTER 1 Darkness and Light: How Propaganda Differs From Persuasion
CHAPTER 2 Critical Thinking Through Post-Truth Darkness
CHAPTER 3 Seeing What We Believe in the Darkness

PART 2 Manipulation and Persuasion in Interactions
CHAPTER 4 The Darkness and Light of Aristotle and Persuasion Strategies
CHAPTER 5 Shortcuts to the Dark Side: Strategies of the Elaboration Likelihood Model
CHAPTER 6 Dissonance and Darkness
CHAPTER 7 Shades of Social Judgment

PART 3 The Persuasive Power of Media
CHAPTER 8 The Shadow of Agenda Setting
CHAPTER 9 Cultivation and the Darkness of the Mean World 

PART 4 Ethical Considerations
CHAPTER 10 Being the Light: Ethics and Fighting False Information

Shari Hoppin

Shari Hoppin is a former journalist who holds degrees in Communication from the University of Ottawa, Canada (B. A.) and from the University of Southern California (M.A. and Ph.D.). Dr. Hoppin teaches courses in communication theory and persuasion at both the graduate and undergraduate levels.

The Dark Side of Persuasion examines techniques of influence and how we can defend ourselves against manipulation of these techniques. Knowledge of persuasion strategies is helpful no matter which side we’re on, so the book offers both practical advice for persuaders and suggestions to prevent us from falling prey to scams. It presents theories and scientific studies about persuasion as well as examples of how scientifically grounded concepts apply to business and to everyday life. It also addresses dark side topics in persuasion such as propaganda, manipulation, and fake news. The book champions critical thinking, looks at persuasion from interpersonal to mass media contexts, and includes discussions of ethical considerations.

PowerPoint presentations and test questions are provided for instructors

PART 1 Propaganda, Persuasion, and Critical Thinking
CHAPTER 1 Darkness and Light: How Propaganda Differs From Persuasion
CHAPTER 2 Critical Thinking Through Post-Truth Darkness
CHAPTER 3 Seeing What We Believe in the Darkness

PART 2 Manipulation and Persuasion in Interactions
CHAPTER 4 The Darkness and Light of Aristotle and Persuasion Strategies
CHAPTER 5 Shortcuts to the Dark Side: Strategies of the Elaboration Likelihood Model
CHAPTER 6 Dissonance and Darkness
CHAPTER 7 Shades of Social Judgment

PART 3 The Persuasive Power of Media
CHAPTER 8 The Shadow of Agenda Setting
CHAPTER 9 Cultivation and the Darkness of the Mean World 

PART 4 Ethical Considerations
CHAPTER 10 Being the Light: Ethics and Fighting False Information

Shari Hoppin
Shari Hoppin

Shari Hoppin is a former journalist who holds degrees in Communication from the University of Ottawa, Canada (B. A.) and from the University of Southern California (M.A. and Ph.D.). Dr. Hoppin teaches courses in communication theory and persuasion at both the graduate and undergraduate levels.