In his book, Influence: The Psychology of Influence, American psychologist Robert Cialdini identified several key principles for influencing other people.
1. The principle of reciprocity
If you give someone a card for New Year or their birthday, they will probably give you a gift in return.
2. The principle of personal sympathy
We tend to agree with those we like and trust.
3. The principle of consistency
People usually try to act consistently. You only need to ask for a favor. The person to whom this request is addressed will probably think like this: "I agreed to help N, so I should do it."
4. The principle of social significance
When trying to persuade someone to do something, say this phrase: "Many people in your position do this."
5. The principle of authority
An example that can illustrate this principle is the expression: “Four out of five doctors say that…”.
6. The principle of scarcity
You've probably seen this principle in action when you hear an advertisement in a home appliance store where a cheerful female voice says, "We only have 10 of these phones!"
7. The principle of community
Try to find something in common with your interlocutor - this could be a place of birth, values, religion, etc. This information will help to win over your opponent.
Previously, we wrote about how to talk about yourself without looking like a braggart.
Author: Elena Shimanovskaya