Published in 1984 by HarperCollins Publishers, Robert Cialdini‘s book Influence: The Psychology of Persuasion outlines why people say ‘Yes,’ and offers 6 proven techniques that improve your ability to persuade others. (more…)
A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason.
Consumers have their preprogrammed tapes, and, although they usually work to the consumer’s advantage, the trigger features that activate them can be used to dupe the consumer into playing them at the wrong times.
Say yes more often, it causes people to feel more responsible for having ‘dictated’ the final agreement.
The person whose beliefs, words, and deeds don’t match may be seen as indecisive, confused, two-faced, or even mentally ill. On the other side, a high degree of consistency is normally associated with personal and intellectual strength.