Social judo-influence Reading Notes (1)

Zookeeper

After reading the long legs of the Korean drama, ouba felt that his boyfriend lacked charm and reading the beautiful photos in the magazine did not interest ordinary girls. In this funny thing, it actually includes a basic principle of human cognition: "contrast principle ". This is why a good salesman will show you the most expensive clothes first, because in comparison, clothes with reasonable prices will become more attractive.

Although humans have evolved for more than a thousand years, they often fall into a "fixed behavior pattern" like low animals. Once the correct trigger is available, the built-in behavior card will start playing. For example, "using coupons to get benefits" is a fixed rule widely used in daily life. They run well most of the time and can help us save time to think about problems. However, once someone who is familiar with the secrets exploit these fixed rules, the power it brings is beyond imagination. Savvy merchants, good salespeople, and those who can exert "influence" on others are the best players in this field.

This process is complex and clever. Once you learn how to use it correctly, it will be like judo, and it will be invincible without too much effort. What the classic psychological book "influence" teaches is five ways to "influence" or even "manipulate" others' thinking!

 

First move: principles of reciprocity.

Reciprocity is simply what benefits others have given us. We naturally have to report to us. This is an excellent law that promotes the healthy development of human society and is everywhere in daily life. Think about it. When your good friend makes a request to you, you usually agree without thinking about it. That's because they will help you in your daily life, even if they just help you bring meals, just chat with you when you are lonely, it will make you feel guilty to them ". This kind of feeling will play a huge role when they want you. Even if their requests are much more advantageous than they give you, they will still drive you to give back to them willingly.

In daily communication, this is really easy to use. Imagine how you can make it easier for others to promise you when making a request to others? The best case is, of course, that he also asks you for something or that you have helped him, then "mutual benefit" is just a matter of course. A little gift can also increase the chance that he will promise you. The free tasting and try-on products in the supermarket don't you want to purchase a bit of guilt after you try it.

If none of these conditions are easy to meet, there is also an upgraded offering called "reciprocal concession "! Simply put, it is to first raise an unreasonable large request, and then throw out your real request after it is rejected. The chances of success are quite high. In fact, it is not hard to understand, because on the surface, your requirements are from large to small, and such concessions will give the other party an illusion of favor, so he will also make a positive compromise. An interesting example is that the scriptwriter of Laverne & Shirley, an American soap opera, wants to add some lines of heavy taste to the drama and worries about being reviewed and cut down. He tried to write a line that is times better than what he wanted. When the examiner raises a question, he easily changed his lines to the desired effect, and finally passed the review. This kind of skill has also been seen at work. When one of my PM colleagues discusses quarterplanning together, they will always list a lot of feature they want to do, far more than the people they can assign. The only purpose of this is to keep at least one or two pieces of content that he cares about most when cutting feature.

While trying to use the principle of reciprocity, be careful not to be used by it. Don't worry about the poor sales techniques, especially when you have asked your colleagues and friends who have helped you to do something, don't immediately agree. Think calmly, whether this is what you really should do.

The second trick is to share the same words and deeds.

Most people stick to things they have promised beyond imagination. In a simple case, Daniel, a consumer researcher, called the residents of Texas and asked them if they wanted to sell cookies on behalf of the famine committee to help the needy. In general, only 18% of people will accept their requests. However, if he asks "How do you feel tonight" at the beginning of the call, 90% of people will politely say "Good, good ", therefore, the success rate of accepting his request has doubled! In fact, such a simple and polite reply cannot be regarded as a formal commitment, and has such a huge influence.

We all want to be people with the same words and deeds. Because in our education, it means honesty, stability, and logic. So far, we forget that the promises made may be traps set by others. Recall that when we shop in a mall, the salesman first made a purchase commitment with a preferential price. When the formal delivery was approaching, He pretended that he was sorry to say that the price was wrong, we often do not change our decisions. It takes time and determination to make a commitment. As long as the change is not too great, no one will be willing to overturn his promise. This sales method is called "Low Ball "! It is a very good practice.

What's even more amazing is that once a commitment is made (especially in public), people start to support themselves with long legs, because people make the right decisions to prove that they are making the right decisions, we will always find more reasons to convince ourselves. In retrospect, every time I stay up late at work, I promise to others what I want to accomplish. Even if you know that you are over-commit, you still want to complete it. In addition, we constantly encourage ourselves to continue working overtime. Therefore, never promise anything to anyone!

If people have worked hard on this promise, they will be more determined to continue. I have seen many brothers in TV series in extremely bad and cruel ways of joining the club, and their purpose is to make the most painstaking efforts for this commitment. As a result, after joining the brotherhood, his loyalty will not have to worry.

Although it is good to keep the words and deeds consistent, it is silly to use your brains! How can we reject being misled by consistent Words and Deeds? Then let's calm down and pull myself back to make a commitment. ask yourself a question and use the current conditions to see if I will make the same decision as I just made. If the answer is no, refuse.

--- To be continued

 

Social judo-influence Reading Notes (1)