mangohwa.blogg.se - Influence the psychology of persuasion revised edition

If you reject the request, he/she makes a smaller request (e.g. Basically, the other party starts with a larger request (e.g. To extract concessions, it’s common for people to use the “reject-then-retreat” and “large-then-small” tactics. That’s why free samples and small gifts are so effective in soliciting sales and donations.

This applies to gifts, favors, or even perceived concessions.

When someone does something for us or gives us something, we feel obliged to repay in kind. The Reciprocity Principle is a vital part of human society-it facilitates sharing and cooperation which supports mankind’s social advancement. salespeople or marketers) who specialize in getting people to comply with their requests. Being aware of these weapons allow us to guard against “compliance professionals” (e.g. The 6 Principles of Persuasionīased on years of research, Cialdini discovered 6 “weapons of influence”, each built on a psychological principle of persuasion. Each principle can be used to bring positive change or deceive others, depending on the intention of the user.

With the right cues, we’ll say “yes” automatically without conscious thought. For example, a flash of sharp teeth or blade will signify “danger”, causing us to step back instinctively without second thought.

Thus, we use specific cues as mental shortcuts to help us react quickly without the need to analyze all the information. There are simply too many environmental stimuli for our brains to process everything. Do also check out our book summary bundle in pdf/mp3 infographic, text and audio formats! In this summary of “Influence: The Psychology of Persuasion”, you’ll learn the 6 principles of persuasion, how they work and how they may be turned into weapons of influence against us.

Understanding these principles and associated techniques can help you to improve your influence and concurrently guard against others’ manipulation. There are 6 key principles of persuasion which can lead people to say “yes” automatically.