logical principles influence the tendency to comply with a request. Right . turkeys, and it belongs to the relatively new science of ethology—the study of animals. The Science and Practice of Persuasion. From business owners to busboys, the ability to harness the power of persuasion is often an essential component of. Influence: Science and Practice. Fourth Edition. Allyn & Bacon: Cialdini, Robert B. Introduction: Six basic categories [of influence] reciprocation.
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In The Science of Influence, author Kevin Hogan provides detailed instruction on the topic of per- suasion. He takes the latest findings in. The science of influence: how to get anyone to say “yes” in 8 minutes or less! / Kevin the author of Influence: Science and Practice—the work I had studied in. Robert B Cialdini. As a psychology professor, the science of influ- and Practice,” I outline six rules of persuasion, and.
I think urban outfitters are doing an excellent job with this, they have a review tab with reviewers photos wearing the same product. Make your day great yassin. Men can also do themselves damage by being boastful, but we expect them to be aggressive. Join the Conversation Add Your Comment If you change a paragraph or two, this post could just as easily be about dating. Austin, TX Europe Office: Amazing posts peep,just like always.
Yes, because of the similarity factor we talked about earlier.
Those surface characteristics—race, ethnicity, foreign-born status—become irrelevant when there are commonalities in terms of values. It usually takes a while for those things to be recognized; you can shorten the process by speaking about values more spontaneously.
Moving people under conditions of uncertainty is difficult—they freeze. So many businesses now are global—what kinds of difficulties do you run into cross-culturally with persuasion? The good news is that the six principles of influence do seem to exist in all cultures.
The bad news is that their weights change from culture to culture. Social proof is very powerful. For example, we did a study in the U. We asked individuals if they would be willing to participate in a marketing survey. We also asked them whether they had done that sort of thing in the past and whether they thought their friends had. In the U.
In Poland it was whether they perceived that their friends had done that sort of thing in the past. Citibank asked its managers in various countries the following question: Responding will take time and energy, maybe even resources and staffing.
Under what circumstances would you feel most compelled to help? You have to know those shifts in emphasis across cultures in order to optimize your effectiveness. One thing that has changed since you did your original work on influence is the extent to which the internet and social media have taken over our lives. Making an environmental argument was powerful, but what really moved the needle was hearing about the number of other guests who reused their towels.
One important issue is the durability of the change we create. What are the consequences of being ethical or unethical?
Is there a bottom-line argument for being scrupulously ethical in the way you deal with customers, clients, vendors, regulators, and so on? Our hypothesis is that if an organization allows or cultivates a culture of dishonesty with the world outside the firm, the people inside the organization who are uncomfortable with dishonesty will seek to leave, and they will remain uncomfortable and stressed until they do.
Conversely, the people who are comfortable with dishonesty will stay.
Eventually the organization will be full of people who are comfortable with cheating—and who will cheat the organization.
First we set up project teams and gave some members reason to believe that their fellow team members had conspired to cheat. They were stressed. They were preoccupied to the point where it affected their performance. These are early data, but we suspect this is a decent proxy for what will happen inside an organization over time. If an organization chooses to be unethical with clients or suppliers, it will ultimately be cheated by people who are happy to work in a dishonest culture. Eventually the organization will pay for it on the bottom line.
Count on it. July—August Issue Explore the Archive. Executive Summary Reprint: This trait is embodied in all human cultures and is one of the human characteristics that allow us to live as a society.
Compliance professionals often play on this trait by offering a small gift to potential customers. Studies have shown that even if the gift is unwanted, it will influence the recipient to reciprocate. A variation on this theme, known as the " door-in-the-face technique ", is to ask for a particularly big favor.
When this is turned down, a smaller favor is asked for. This is likely to be successful because a concession on one side the down-scaling of the favor will be reciprocated by a concession by the other party agreement to the smaller favor. Reciprocation is an application of reciprocity.
People have a general desire to appear consistent in their behavior. People generally also value consistency in others. Compliance professionals can exploit the desire to be consistent by having someone make an initial, often small, commitment, known as the " foot-in-the-door technique ".
Requests can then be made that are in keeping with this initial commitment. People also have a strong desire to stand by commitments made by providing further justification and reasons for supporting them.
Compliance professionals exploit this with the so-called " low-ball " technique, where buyers agree to an attractive offer before it is altered to be less favorable to them and more profitable to the seller. This pattern of behavior toward or resulting in a negative outcome is called escalation of commitment.
The Science of Influence: Description About the Author Permissions Table of contents. Selected type: Added to Your Shopping Cart. Get customers, clients, and co-workers to say "yes! Learn dozens of all-new techniques and strategies for influencing others including how to reduce resistance to rubble Make people feel instantly comfortable in your presence Decode body language, build credibility, and be persistent without being a pain Expert author Kevin Hogan turns the enigmatic art of influence and persuasion into a science anyone can master The amazing secret of The Science of Influence is its simplicity.
About the Author Kevin Hogan is a public speaker and corporate trainer.