In the workplace and in life, you want others to do you a favor; you want them to agree with your point of view; you want your colleagues to do one thing.
In addition to rights, you can also do it with a special kind of thinking or method, which is what we call influence. The size of your influence will play a very important role in your career success.
In the workplace, there are often situations that require collaboration or even cross-departmental cooperation. When you propose a good idea, you also need the support of others to make your proposal stand out and be more easily accepted. If you're running a project, you're bound to need support from others or company resources, all of which are limited by one person's influence.
This is the kind of thinking that demands attention: influence thinking .
Robert B. Cialdini, Arizona State University Professor Emeritus of Psychology and Marketing, a premier sociologist in the field of influence, tells us six ways to use and exert influence, let's take a look a bit:
The first is the principle of reciprocity
That is , the grace of dripping water is reciprocated by the spring , and people generally have this kind of mentality of repaying the gratitude.
So if others give us favors, it can be in kind, or it can be caring or praise, we will all feel that we should give it back accordingly. Therefore, it is Latest Mailing Database particularly easy to agree to their requests when receiving gifts from others.
There are free trial and free trial products in the mall. Once you really experience it, it is probably difficult to refuse to buy it.
A broader example of the principle of reciprocity is the "reject-give-off" strategy. If you borrow money from a friend, you want to borrow 50 yuan, but if you directly ask to borrow 50 yuan, he will probably reject you.
And if you say to borrow 200 yuan from him, he refuses, you make a step back and borrow 100 yuan, then you make a step back and borrow 50 yuan. Since you have already conceded twice, it is very likely that he will lend you 50 yuan due to the principle of reciprocity.
The second is called the Commitment and Consistency Principle
This means that people want to give the impression of being consistent , so if a commitment is made, especially a written public commitment, people will try to keep it consistent. For example: You first praise a person for being very kind and caring, and after getting his affirmation, you make a request for fundraising, which is probably difficult for him to refuse.
This also has a revelation for personal planning, that is, writing down personal goals in writing will greatly increase the possibility of achieving them rather than just thinking about them in your heart.
In addition, the application in sales. For example: someone sells a razor, but he comes in twice. The first time he doesn't ask to buy it, he just brings a brief introduction and a list with his signature to show his intention to buy. If you don't want to buy it at all, It's just that he said to sign your name first, and you can sign it without buying it, because you think it's a small requirement, so you sign it.
A few days later, the sale will come again, with a razor and a list, looking at the list, you will faintly feel that you have expressed your intention to buy, and then you will buy it. In the future, if you encounter sales such as "it's okay if you don't buy it, you fill in this list first", be careful.
The third is the principle of social proof
It is almost natural for most people to follow the crowd, especially when the situation is uncertain, people choose to believe the choice of the majority, and believe that "the eyes of the masses are sharp" rather than their own independent thinking.
This gives marketers a chance to have a non-humorous show paired with pre-recorded fake laughter and cheers to think it's really a humorous show, even though the laughter is immediately fake of.
Some advertisements ask ordinary people to endorse, and some programs interview real or pretend ordinary people to increase intimacy and authenticity. These are all applications of the principle of social identity. People are more likely to identify with those who are similar to themselves, and use those who are similar to themselves. People are role models.
In addition, this principle can also provide a new angle to explain the phenomenon of social indifference, especially in a stranger society such as a city, when an emergency occurs, the people next to them often become indifferent spectators.
We lament the indifference of human nature, but there is a psychological mechanism that when there are many people around who can help, everyone's sense of responsibility decreases, everyone thinks that if they don't help, others will help, but the end result is that everyone didn't help. If there is only one person around who can help, the possibility of him helping in the past is greatly increased at this time.