"Influence" - by Robert Cialdini
6 time tested persuasion principles
You might be surprised to know that human behavior is predictable.
That is precisely what this author figured out, when he developed a study that culminated in this book.
You have heard me say that: "Economies are made of business. Businesses are made of people. We are in the People Business". That does that mean to you?
Well, when you figure out a way of communicating effectively your message across, and start leading people doing what you want, you will start getting what you want, meaning, starting to become successful. So in this line of thought, the more you learn about people's behaviors and what makes them tick, the better understanding you will get on how to move forward.
Cialdini condensed his study into several principles.
There are 6 underlying principles that you need to be aware of, every time you engage in the process of communicating with someone else:
1-Reciprocation
If you do something for other people, add value, give them something, they will be in need to give you something back.Think about it: Have you ever been in a position where someone gave you something?
Odd, you might say. Because all of us have, right? But did you think about what happened next?
You have a need to give back, returning the favor. It is instilled in our reptilian brains of ours. Be aware of this.
Remember that the key in life to getting is first start by giving. You will always be in a great position if you start giving everyone something. In that way you are contributing to the whole world.
2-Social Proof
Remember those weird sitcoms where you hear this off-track Laugh every time the actors say something funny? Why you might ask?
Well, because of this principle of the herd mentality. If everyone else is going to the left, better go to the left. Same thing here. If everyone is laughing you laugh as well. Bizarre, but this has been tested over and over again. This is why today you still hear that weird ghost laugh every time the producers want to make sure you laugh as well.
3-Commitment and Consistency
People need to be consistent with their own beliefs. Otherwise you wouldn't do anything, and it is in your nature to stay consistent to your own person. "If i said i would do it, it is because i will" Ever heard that one before? And the older you get, the more consistent you become to your "track record"
4-Liking
People say yes to people they know and like. There is a better expression to this from other author:"When people like you they see the best in you. They see themselves"
This is a must in order for you to mover forward. If you don't like someone you will not engage in business with that person. On the other hand, if you like someone you want to be doing business with that person. If you find a way of getting people to like you, just like Napoleon Hill said in his book: "Think and Grow Rich": "Having a pleasing personality". It is the same thing. Why would you engage in conversation with someone you don't like? right?
5 - Authority
This is bizarre.
Ever noticed when if someone is dressed as a figure of authority, you see insecure people asking them questions? It could be a con artist. Unbelievable.
At a shopping mall, i always see this happen with security guards and people with a uniform.
People ask them for directions, and information. Do you want to know why?
Because deep down inside you have this need of being taken care of. It is in your intrinsic nature.
All of us have unanswered questions, that make us feel insecure. So whenever you see someone you acknowledge as being a figure of authority, you ask questions on how to move forward.
6-Scarcity
This is easy to understand. You need to survive, and if in a group stuck in an Island, there is only one peace of bread left and you are hungry, you can't starve, so you have to eat it. (I know what you are thinking...) But deep down to the core that is what happens. So, whenever companies want to make sure you buy their stuff, they make sure to tell you that the product is finishing, to compel you to commit and buy.
Summary:
This is a wonderful book. Cialdini describes several experiments he did in order to evaluate these principles.
You can get this book here
be well,
DM
The post Influence by Robert Cialdini appeared first on Diego Marquez.
