Psychology of management

appeals to negative emotions
, 
calls fear. In this case, it is important to: 
- point out to the audience how to avoid danger (otherwise the frightening message may 
simply remain unperceived); 
- to make the message obvious, vivid, and not amorphous, pointless. As D. Meyers notes, 
“when it is about persuasiveness, a vivid picture to the point can really substitute dozens of 
thousands of words”; 
- an important thing is the degree of 
diversity in the audience’s opinions
and those of the 
source of influence. If you are an authoritative source and the audience is not quite interested in a 
certain problem you can fearlessly express the most extremist views. 
HOW?
Among the number of discovered regularities are the following: 
-
things that have been actively experienced
are more convincing; 
- persuasiveness decreases with
the increase in a problem’s importance, 
complicatedness, and the degree of familiarity
(the aim is achievable, but not at one go); 
-persuasiveness increases with 
personal influence
, and not indirect informing; 
-the more vivid is the way the information is presented the more convincing are the 
supposed messages. If ranged according to persuasiveness, the various means of information 
presentation can be listed as follows: 
-the message conveyed at the current moment (like “here 
and
now”); 
-video recording; 
-audio recording; 
- printing (a printed message ensures the best involvement and memorizing); 
- stimulating the audience’s thinking makes a strong message even more convincing. As 
methods the following can be used: 

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-rhetoric questions; 
-influence by several communicators; 
-the audience’s responsibility for the message estimation; 
-relaxed postures of speakers; 
-multiple repetition of the same message different variatons.