Strategy: How To Let Others Say "Yes" In The Workplace?
How to let others say "yes"? Influence: why do you say "yes" is an application written by Robert BCialdini, a famous professor of psychology at Arizona State University, who spent 15 years working hard. social psychology Learn books.
Effect It's a concept familiar to everyone. Politicians use influence to win elections, traders use influence to sell goods, and salesmen use influence to entice you to give money.
Even your friends and family will be unconsciously. Effect Apply it to you. But why is it that when a request is made in different ways, people's reaction will come from Negative resistance Become active cooperation?
In the whole 15 years, Professor BCialdini spent a lot of effort to carry out scientific research on persuasion process. He carefully designed a large number of experiments, carried out a subtle observation of the behavior of many animals, and personally invested in the world of salesmen, fundraisers and swindlers, and gained valuable information from their dealings with them.
Through these studies, he found that although the strategies used to make people obey are numerous and numerous, they can ultimately be attributed to six basic psychological principles: reciprocity, commitment and consistency, social recognition, preferences, authority and shortage.
In the "influence", Dr. BCialdini expounded the six powerful weapons of influence with clear, smart and humorous style. For example, he talked about a small example of the principle of reciprocity.
A few years ago, a university professor did a little experiment: he sent Christmas cards to a group of strangers who were randomly sampled. Although he also expected to have some echoes, what happened afterwards was quite beyond his expectation - because the holiday cards sent from those who had never met were snowflakes. Most of the people who gave him the cards never thought of asking who the strange professor was. They received a card and sent a copy automatically.
The scale of this experiment is small, but it proves the role of reciprocity principle in people's behavior, one of the most effective weapons around us. The principle of reciprocity holds that we should try to reciprocate what others have done for us in the same way.
If a woman does us a favor, we should help her. If a man gives us a birthday gift, we should remember his birthday and buy him a gift.
Another example is the impact of the "shortage principle" on people. He talked about an interesting thing happened at Florida State University. In a survey of the quality of food in the campus dining hall, the students of the University, like ordinary college students, belittle their restaurants. But after second days of investigation in 9 days, their attitude suddenly changed greatly.
In fact, the quality of food is the same as before. The only difference is that it is not so easy to get these foods. On the day of the second survey, students were told that they could not eat in a restaurant for the next two weeks due to a fire.
We have no idea that the collection of rare stamps and so on is also affected by this principle.
In the influence, many examples collected in the research process are used to help him demonstrate his views and make the whole book interesting and enjoyable. Although the reader is mainly engaged in consumer psychology, organizational behavior theory, marketing research and practice professionals, but because the book is highly readable, it is also loved by the general public.
Since the first edition, 300000 copies have been sold and plated into more than 10 languages published around the world. The book was also nominated for competition by the American Psychological Association. U.S.A The annual award of the psychological foundation was used as a textbook of organizational behavior theory by Stanford University and other institutions. The United States says this is the most popular academic book ever sold.
From several aspects, we should all turn over the book. Great, human peace, the beauty of the world, small neighbours, colleagues, couples, and peaceful development of a group.
If we roll from the present Business tide Look, it's better to read this book, and to businessmen, it helps you better guide people to pay for you; for non business people, it tells you how businessmen have lured you to pay, and how you can keep your hard won money. There is no harm in knowing one another.
Editor: vivi
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