How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 387

2. Those toward whom the message will be directed (blue or white
collar, male or female, religion, race, common interests, or
hobbies)
3. The likely emotion that will be created in participants (what is
going to happen?)
[9]L. Janis and S. Feshbach, "Effects of Fear-Arousing Communications,"
Journal of Abnormal and Social Psychology (1953): 78–92.

Tip the Scale
As a Persuader you know how to use the dual engine of Balance. This
dual engine allows you to fly straight and true in any persuasive situation;
become a student of both logic and emotion and develop the ability to
articulate logic that rings true to your audience; and learn how to use your
human emotion radar. It will help you determine important aspects of
your audience, such as what your prospects are feeling, what emotions
they are trying to hide, and how you can use each of these emotions in the
persuasive process. As a Master Persuader you know what emotion to use,
when to use it, how to trigger specific emotions, and how to balance the
audience's emotion with logic. Engineer your persuasive message with
Balance.

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