147097607

11 PSYCHOLOGICAL TRICKS TO GET PEOPLE TO DO WHAT YOU WANT

1. Use a "decoy" option to get people to buy your product.

If you're having trouble selling the morę expensive of two products. consider adding a third option whose only function is to make the "expensive" product look morę enticing. The third, or decoy, option should be the same price as the morę expensive option but less effective.

2. Tweak the environment to get people to act less selfish

When you're bargaining with someone, convene in a coffee shop instead of a conference room, so your partner is less inclined toward aggression. People tend to be morę selfish when they see work-related objects than when they're surrounded by neutral items.

3. Help advance someone's goals to get them to do you a favor.

Give someone something they need so they feel obliged to return the favor. When they thank you for helping out, say, "Of course. it’s what partners do for each other.”

4. Mimie people's body language to get them to like you.

Subtly mimie the way someone is sitting and speaking to get them to like you morę. They probably wont even notice you're copying them.

5. Speak quickly to get an argument opponent to agree with you.

When someone disagrees with you, speak faster so they have less time to process what you're saying. If the person agrees with you, speak morę slowly, so they have time to evaluate the message.

6. Confuse people to get them to comply with your request.

Instead of telling people you're selling eight cards for $3. tell them it's 300 pennies for eight cards, "which is a bargain."

People will be distracted trying to figurę out how many dollars 300 pennies comes out to, so they'11 just accept that the price is a deal.

7. Ask people for favors when they're tired to get them to cooperate.

8. Display an image of eyes to get people to behave ethically.

Give people the impression that they're being watched by posting a picture of eyes nearby. They'11 be morę likely to clean up after themselves and return borrowed items.

9. Use nouns instead of verbs to get people to change their behavior.

Using a noun reinforces your identity as a member of a specific group, and plays to people's need to belong. Ask "How important is it to you to be a voter?" instead of "How important is it to you to vote?”

10. Scare people to get them to give you what you need

People who experience anxiety and then relief usually respond positively to requests afterward. Thats because their cognitive resources are occupied thinking about the potential danger they encountered.

11. Focus on what your bargaining partner is gaining, not losing

While negotiating, emphasize to your partner what theyre about to gain to get them to agree to your offer. For example, if youre trying to sell a car, you should say.Tli giveyou my car for $1,000," instead of. "I want $1,000 for the car."

SCHJRCCS: 'A divuptthcn ref ramę tcchnkjue o# social influenc*.^- Journal of Persooddy and Sodal Psychoiogy; "Addng Asymmetricatfy Dominated AJternatrres Vtoiattons of Regularny and the SimUanty Hypothesrs". The Journal of Conwncf Research; 'Are we In contro! of our own dediionsT^-. TED; 'CefcrHy and Cafokry: Raptd Speech May Procnote or InNbrt Persuasion through W* tmpoct on Message Elaboeation,^-PersonaUty and Soda! Psychdogy BuSehn; 'Effects of eye Image* on everyday cooperatr/e behavior. a fiekl esperknent.^- Evokjtion and Humań 8ehavkx; "Tcaf-Thcn Rdef Procedurę for Produang Compliance: Beware When the Danger 1$ Over\* Journal of Expenmental Social Psychoiogy; Harvard Business Rrview. MowStuffWorks, 'How to Get People to Do Stuff. Master the art and science of persuaiion and mobvatton* by Susan Wemschenk. 'Procedura! frames In negobations: how offering my resources versus reguesting yours impacts perceptron. behavior. and oulcomes^-. Journal of PersonaMty and Social Psychoiogy; "Social Psychology and Humań Naturę. Brlef YcrsiorY by Roy F. Bauma ster; 'Tire Chamdeon Effcct: The Perceptton Behayior link and Social lntcraction.^aJournj| of Personalny and Social Psychdogy; Psyftog; 'You Are Not So Smart: Why You Have Too Many Frlends on Facehook. Why Your Memory Is Mostiy Fłctloa and 46 Other Ways You*re Deludng YoursetT by David McRancy

aUSINIM iNSIDf R