Influence Persuasion

Influence The Psychology Of Persuasion Chapters

Maybe is one of the most powerful techniques of the observance of the rule of reciprocity, which pushes us to pay someone given to us has. If we a gift are given, which obliged employers, often uncomfortable with this guilt feeling and are committed, the debt. often contrary to our opinion. The rule of reciprocity is widespread in human cultures, suggesting that necessarily creating traces, built the societies, cultures, and civilizations. In fact, the rule of reciprocity assures that anyone, can give you something with the certainty, that it at the end of this donation first returned, lost nothing goes. This principle for the establishment of relations of trust, it has for thousands of years as part of the socialization process have been assimilated and is now second nature is so important. Anthropologist Richard Leakey believes the State of the item means of reciprocity of the definition of what being human: people, because our ancestors learned to share their food and their skills in one net obligation honored (18). Tiger and Fox (cultural anthropologists) argue that this debt is the basis for these practices as the Division of labor, the exchange of services, development experts and other human interdependence, people connect people a more effective cooperation and were units (18). Therefore, from an early age, we are trained to respect the rule of reciprocity. The rule is so powerful that it can overcome our feelings of dislike or suspicion on the person who gives us a gift. (Cialdini is the example of the followers of Hare Krishna a request donation process). Other examples include political cliques (negotiation) and posts; and free samples. There is no obligation that we ask for a gift or is a favor the rule take part; It might be, was not invited. As Marcel Mauss notes in his study of donations, there is an obligation to give, to obtain the commitment and pay. This network of loans that can be used by practitioners of compliance: Although the obligation to pay that had essence of the rule of reciprocity, to get, it is so easy to use the rule (31). Rule may cause unequal exchanges, if the combination of complaints of domestic debt and fear threaten against shame and judgment require that their costs. We are more and more often that we receive, to ensure that we combine not subject to the psychological costs. Cialdini is the example of women that men can buy drinks at the bars for this and then love feel obliged, in return. Mutual concessions form the basis for the negociaciones trabajo and else - where one of the parties asks too much, then grant a loan of minors. Experiments show that people more likely are to provide the request if you questions, to do something that is difficult to accept, followed by a request that is less difficult or not: the work of the withdrawal negotiations of Basura Entonces - common technique. (Also is based on the principles of trust and together all transactions of this obligation, this aspect of reciprocity on the principle of contrast listed.) If the original request is much higher than expected, or perceived as irrational, but trust is broken, and probably lose their force. This is often referred to as a negotiated agreement in bad faith. Sales, conversation with presents luxury high-end products before and then in a product cheaper, if the first bid is rejected removed. Experiments also show that while the withdrawal of concessions strategy creates the waste a sense of responsibility and satisfaction of the person who accepted the offer after the cheapest. A sense of responsibility for the results because the one who accepts the offer helped the agreements in the framework of the process of the negotiation of the boat and therefore more likely to follow the agreement and future concessions. The one who accepts the offer, less than what feels positive, happy, because the process is operated (although the victims of this strategy often more ultimately, than it would be if the tactic is not used) (51). How to say no: necessarily acknowledge that applicant the rule of reciprocity (or any other weapon gets influence) is not the real enemy to obtain compliance with. This application has decided to be, which is in line with the overwhelming force of mutual sharing and then this power, by a first like a warrior of Ju-Jitsu or concession. The real enemy is the rule (51). If we assume a gift as a favor, you wrap us in a single net obligation candidate and probably in the future return the favor. However, I believe if we accept a favor, and it proves a trick of conformity, not only have no obligation to respond to our favor. We intervene at the point where we begin to realize that love is really a trick. The regulation says fallen with fallen are met; Requires no tricks with favors meets. This ability, no to a covert sale say requires that a reciprocity, not as a fallen, but released redefined as a device from its obligation. More research and questions: cultural factors differences come in the game with the rule of reciprocity? The mechanics of the rule may be universal, the details and the style of the original offer can vary from a culture. There are examples that illustrate the cultural differences in the application of the rule of reciprocity and its initial principles? In this chapter, Cialdini describes how that caused models, the action, animals, that humans have an automatic response to stimuli by a shot repaired called. It characterized these automatic responses with clicking prayer - whistle: click here and the corresponding band is enabled; FRULLO and roles of the standard sequence of behaviors (3). If they seem stupid behavior, if they do be cheated during the experiments, generally a useful function in most cases lead: save time when making decisions; They are usually necessary connections. Confirmation by Alfred North Whitehead cites progress in civilization, the number of operations of that the we, without thinking about them (7 run) to expand. He mentioned the experiences of Ellen Langer, who has shown, that people rather to fulfill a request if a reason, even if it makes no sense. The word because it triggers the automatic response from compliance. Cialdini determines that two animals, people can play has an auto-reply to stimulate primer. In fact, opens this camouflage of the enormous variety of techniques of persuasion to improve performance. These automatic weapons gain leverage on its strength in a way similar to like Ju-Jitsu: when the trigger is activated, the automatic reaction force gives the impression that the operators of these weapons were very little force, as the defender of Ju-Jitsu, so that momentum of attacker against the attack range no more resistance. To illustrate, he used the example of the principle of the contrast that affects the way in which we two things see the difference between the displayed one at a time. If the difference between the elements of the comparison is large enough, we tend to be larger, it is really to see a difference. Our partners less attractive are very good people; an expensive sweater is considered less expensive when you face the price of an expensive suit. a more expensive House is a cumbersome configuration property cheap. (For this reason the sales staff will show loaded to customers products, primarily more expensive). Accessories seem to still cheaper. as soon as an agreement was reached, a more expensive item, like a car to buy) In many ways, Cialdini confirmed findings by Tony Schwartz, who said that they boast their audience - news, media theoretical impressions stored in the hopes, fears and desires of suggestion - instead of direct requests for compliance should promote should resonate. Social psychologist Robert Cialdini is conformity psychology interested in: what factors are causing a person says Yes to someone else? What are the psychological principles, which greatly influenced the tendency for a request? Cialdini conditions these principles of influence. As the basis of his conclusions, Cialdini is based on two main sources: laboratory and the experiences of the guidance for industry compliance professionals - those tasked is to convince us. As a researcher, Cialdini based on the approach of the Participante Observador, a fundamental element of social science research, participating in which in the activity observe wanted often with smoke and mirrors: for example often turns, as potential advertising or sales agency employees benefit from its training programs. What have you experienced in the period of three years. Although there are thousands of different tactics to use the compliance practitioners to produce a positive reaction, the most among the six major categories fall according to Cialdini. Each of these categories is provided a psychological principle results in human behavior and in this way gives tactic makes them. These tactics include reciprocity, social proof, authority, taste, consistency and rarity. (XIII) on this list, it contains matter egoism - want more and pay less on your choice - because it is assumed that a motivating factor is given below which informs the compelling sessions. It is particularly interested in automatic compliance had (or not) and argued, that suggests that the crushing of information and the constant acceleration of the pace of modern life will be mostly carefree to make this form of compliance in the future. In this view, Ciladini combines the media theorist Paul Virilio, Harold Adams Innis and Tony Schwartz in their concern that this flood of information is the greatest danger of modern life. In fact, we have no time and cognitive ability to process all messages which we suffer, these messages in our psyche, until at the moment are neglected in the successive messages received. Cialdini uses the words click - mean pipe to our unthinking response to stimuli. It is our intention, by examining the results of Cialdini reproduce these techniques in the consciousness, not learn to fool others, but especially against the thoughtless fulfillment in our lives to defend. ,,.