3 psychological techniques that will be taught to give the desired

Foot in the door

This technique, popularized by Robert Cialdini (American psychologist - approx. Ed.), It may be very effective persuasion.

When you need to convince a person to perform quite burdensome request, you can improve your chances if you first ask about something burdensome.

The first small request is likely to be met by the agreement, and this will form the object of the idea that it is generally happy to assist you. When you then refer to it with a larger request, he is likely to agree to maintain consistency in behavior. Rejected the second request would be inconsistent with respect to an existing presentation, and to avoid cognitive dissonance and maintain consistency of behavior, object with a high probability agrees.

The classic work, which describes this principle, may shed more light on the question (Freedman & Fraser, 1966). Two researchers under the guise of volunteers tried to persuade homeowners to perform quite onerous request to: establish a large and ugly road sign "Driver! Be careful! "On their driveways.

When only with the request addressed to the homeowners agreed to only 17% of respondents. And the truth: very few people agree to perform so strange and inappropriate request. So how do the researchers were able to persuade as many as 76% of the second group of subjects?

In just a few weeks before to ask them to install this great sign, they were asked to install a small sign "Be careful driving." It was not difficult, therefore, almost all agreed. And this request, it would seem quite insignificant, more endeared homeowners to ensure that a few weeks later agreed to the installation of a much larger sign.

After the experiment, the participants agreed to meet the first request, they have developed a view of themselves as people who care about safe driving. Therefore, later, when they were asked to host a large sign, they could not refuse, so as not to show the inconsistency.

Was the "care about safe driving" a single view, which was formed at the householders after their consent to a small request? But what if the first request was not related to safe driving?

It turns out that small request, even non-mainstream, significantly increase the chances of getting agreement on the future.

In some cases, scientists described the study addressed the homeowners to sign a a petition in defense of the environment, or to install a small plaque with the inscription "Save beauty California. " The greatest number of positive responses (76%), scientists obtained in cases where the first and subsequent requests were related (small plaque on safe driving, and then a big sign of it yet). However, they were able to collect as much as 50% of positive responses, even in cases when the first request had nothing to do associated with the second (signature on a petition or plate of the beauty of California and then a big sign on the safe driving).

Mentioning about the ecology and beauty of California not inspired the respondents thought about the importance of safe driving, but successful instill in them an idea of ​​themselves as people who are actively involved in public life and is easy to service providers strangers.

Throwing low-ball

In addition to the above-described reception, you can try another.

You start with a small request, which you meet the agreement, and then increase the size of the request.

This technique is called "ejection low-ball" is often used by sales staff. Perhaps you yourself become a victim of this tactic, for example in the showroom, where it is often used.

You have just agreed with the seller of the good conditions of the purchase of a new car, and he goes to his workplace to issue paperAnd you rejoice with a fantastically successful transaction. In fact, the manager probably does not draw anything, and simply waits for a few minutes to give you a dream of a new car.

When those few minutes pass, it comes back to you with bad news: the director did not approve of the deal and the car price will be higher than $ 500. But by the time you've lit up and gave initial consent, and now you are experiencing internal pressure that forces you to agree to the new, less favorable terms.

You have already submitted as drive in the new car, and allowed themselves to really want it. As a puppeteer controlling a puppet, the seller pulled the strings of cognitive dissonance and almost forced you accept disadvantageous conditions.

Prompt right attitude

Instead of provoking the object for a certain behavior that is congruent launch the necessary state, you can achieve the goal, quietly affecting the object and which had had his application for certain condition.

If he, for example, he will say that he has a good mood, his behavior will change accordingly. As the trigger object to such a statement? It is much easier than you think. When meeting with someone, usually the first thing we ask, "How are you?", And in 99 cases out of 100 in the standby question is answered "Good" or "OK." It has become a social norm to which all used to. Even if a person is experiencing the worst day in his life, he would probably still give a standard answer to this question.

The man who said that he had "everything is fine", most respondents agreed to the request.

By speaking the standard answer, we feel obliged to behave consistently, that is to execute the query.

I know what you're thinking right now. Do you think that we are so used to answer "good" or "excellent", these words are automatically and have nothing mean they are no longer valid and can no longer influence our state, and especially the behavior and tendency to perform requests.

Believe it or not, studies claim otherwise. During the experiment, dedicated to this same reception (Howard, 1990), a scientist telephoned residents of Texas and I asked whether they agree to come to them a representative of the organization to combat hunger and sold them Little cookies.

When he was asked just that question, agreed to answer only 18% of respondents. But among those who first asked "How are you feeling today?" And who responded positively ( "good" or "excellent"), percent agreement was almost twice as high (32%). In this case, the respondents often replied consent, because he felt the need to actually reinforce their positive statement.

Conclusion: The next time you are stopped by the police for an identity check, ask him: "How are you?".

If you want to have a certain ratio of the formed object, you have to make him the behavior that corresponds to this relation. If you manage to provoke the desired behavior, the object will experience cognitive dissonance and wants to bring its internal state in accordance with the behavior.

The above techniques can help in this. On the other psychological maneuvers and features of human behavior can be learned from the book of Nick Kolenda "belief system: How to influence people with the help of psychology."

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