During this seminar Mischa will go into the challenges of behavior influence. When you want to influence behavior there are several approaches possible. Mischa will explain the approach of ‘facilitating’ and ‘preventing’. In other words, he will explain how to help your target audience engage in the desired behavior by removing psychological barriers. This is called the ‘soft-persuasion’ approach.
In addition, he will explain how to prevent your target audience from engaging in undesired behavior due to a ‘bad news’ message like ‘order not in stock’, ‘price increase’, ‘hotel reservation cancelled due to circumstances’ etc. The undesired behavior could consist of complaining, calling, writing negative reviews, going to competition etc.
Mischa will introduce the Escalation Prevention Model which consists of several psychological techniques you can apply in you communication to prevent this kind of behavior when crafting your (bad news) message.
What you will learn during this workshop:
- How to identify and analyze psychological barriers that could prevent your target audience in engaging in the desired behavior.
- How to use psychology to remove these barriers according to the R.E.D.U.C.E. model.
- How to craft a ‘bad news’ message according to the Escalation Prevention Model to prevent undesired behavior
Mischa Coster MA MSc is Chief Psychology Officer and media psychologist at Grey Matters. He specialises in influencing behaviour using evidence-based psychological strategies. As a media psychologist, he is especially interested in the effects of media on human behaviour.
As a psychology consultant, Mischa advises both profit and non-profit organisations on how to effectively influence behaviour of target audiences. Also, he is a guest lecturer at various universities and business schools, both in the Netherlands and abroad.