How to influence people

Human relationships are based on a system where most are not aware, is about give and take. “I will do this for you even if I am not going to get something in return right now, because you would” owe me one ‘for the redemption of the future. ”

Robert B. Cialdini, a professor of psychology at Arizona State University, has studied the importance of persuasion in affecting social relationships and the workplace.

Of research in this area, Cialdini has identified six principles how to influence people that are widely used and generally successful:

A. Reply.

People are more willing to meet the demand (for assistance, services, information, and concessions) of those who have provided such things first. Because people feel obligated to reciprocate, Cialdini found that the free samples in supermarkets, free home inspections by exterminating companies, and free gifts via mail from marketing or fund raising all highly effective way to improve compliance with follow-up requests.

For example, according to the Disabled American Veterans organization, a simple outbound mail appeal for donations produces a success rate of 18%. Attach a small gift, such as personal address labels, almost double the success rate to 35%. “Because you sent me some useful addresses labels, I will send a small donation in return.”

2. Commitment and Consistency.

People are more willing to move in a particular direction if they saw it as consistent with the commitment of existing or newly-created. For example, high pressure door to door sales company disturbed by the tendency of some buyers to cancel the deal after the seller has left and the pressure to buy is no longer present. how to get people to like you

When you visit a car dealer to buy a new car, one of the first questions asked by the sales person is, “What qualities are you looking for in the car?” They then went on to direct you to a model that has a consistent attribute you need in a car.

3. Authority.

People are more willing to follow instructions or advice from someone who they view as an authority. Few people have sufficient rigor to question authority directly, especially when the authorities came to power directly to the individual and in face to face confrontation or situation.

This is why children are particularly vulnerable to adults (and adults especially trusted teacher or camp counselor) – they are taught to see adults as authority figures, and often will do what they’re told without question.

4. Social validation.

People are more willing to take the steps recommended if they see evidence that many others, especially similar others, take, purchase or use. Manufacturers take advantage of this principle by claiming that their products are selling fastest growing or largest markets. Cialdini found that strategies to increase compliance by providing evidence of others who have fulfilled the most widely used of the six principles are met. how to make a girl to like you

Some people need to feel like they are part of the “crowd in” using or doing what everyone else considered to be using or doing.

5. Scarcity.

People find objects and opportunities more attractive to the level that they are rare, endangered, or shrink in availability. Therefore, newspaper ads filled with warnings to potential customers about the folly of delay: the “last three days.” “Limited time offers” “sold just one week.”.

One particularly single-minded theater owners who managed to load three separate appeals to the principle of scarcity into just five word ad copy reads, “Exclusive, limited engagement, coming to an end.”

6. Liking and Friendship.

People prefer to say yes to people they know and like. If you doubt that this is the case, consider the tremendous success of Tupperware Home Party Corporation, which set up for customers to buy products that are familiar from across the table but from neighbors, friends, or relatives who have sponsored a Tupperware party and earn a percentage of the profits. According to interviews conducted by Cialdini, many people attend parties and buy products that do not come out of the need for containers that are left over when you press on them, but because of love or friendship to sponsor the party.

Obviously, not every situation is open to persuasion or influence directly using one of the six factors. But be aware of these factors can help you better navigate a family, personal or work situation is better in the future.

Dale Carnegie once said, “When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion.” People are much more willing to help you get your way with something if they see you as someone similar to them, a friendly and courteous, and treat others as if you asked a help or a task in itself. that the tips how to influence people effectively