http://publicintelligenc...u-s-army-psyops-manual/
Primary Influence Tactics
2-104. These primary influence tactics are widely applicable to many situations, cultures, and TAs. By using the appropriate influence tactics in products and actions, the persuasiveness of PSYOP will be magnified. The following are examples of primary influence tactics:
• Rewards and punishments: “If you do X, you will get Y,” or “if you do not do X, Y will happen to you.” Example: “Surrender, and you will be treated well; continue to fight, and you will be killed.”
• Expertise: “Speaking as an authority on the subject, I can tell you that rewards/punishments will occur if you do or do not do X.” Example: “Oil Minister Gregor (key communicator/expert) states that if rebel groups continue to sabotage oil pipelines, the national economy will be seriously affected.”
• Gifts: Giving something as a gift before requesting compliance. The idea is that the target will feel the need to reciprocate later. Example: “This well and cistern are a gift to the people of Birmingville from the coalition forces…demonstration of our good will and hope for mutual cooperation in the future.”
• Debt: Calling in past favors. Example: “Coalition forces have done a lot for Birmingville, Elder Chang: the new school, the well in the center of town… these insurgents are endangering all we have worked for together. We need your help in stopping these groups by reporting any information you and your people may discover.”
• Aversive stimulation: Continuous punishment, and the cessation of punishment, is contingent on compliance. Example: “We will continue to bomb your position unless you surrender immediately.”
• Moral appeal: Entails finding moral common ground, and then using the moral commitments of a person to obtain compliance. Example: “The killing of innocent civilians is wrong; please help the security forces stop this tragic loss of innocent life by reporting any information on terrorist activities.”
• Positive and negative self-feeling: “You will feel better/bad if you do X.” Example: “Become part of something bigger than yourself, know honor and take pride in your work…join the national security forces!”
• Positive and negative altercasting: “Good people do X / Bad people do Y.” Example: “Red Tribe members are brave and honorable people who care about the future of their country and are not intimidated by rebel groups. Call and report insurgent activity now on the coalition hotline.”
• Positive and negative esteem of others: “Other people will think highly/less of you if you do X.” Example: “Earn the respect of your friends and the pride of your family…join the Patriotsville National Guard now!”
• Fear: “Bad things will happen to you if you do X.” Example: “Only death and fire await those who continue to fight…surrender now.”
As Iron Sharpens Iron, So one Man Sharpens Another.