These tools apply to every human interaction and will be key in your daily life and, even more, when you have to negotiate your next salary, position and / or benefits.
4 min read
The opinions expressed by employees are personal.
Let's get to the point: Learning to influence behavior and master the art of persuasion will make your life MUCH easier! Therefore, today I want to share with you the fundamentals of persuasion that you must master in order to influence behavior without problems and guide you in work, life and business. These tools apply to every human interaction and will be key in your daily life and, even more, when you have to negotiate your next salary, position and / or benefits.
1. Amplification hypothesis
When you express with certainty a particular attitude, that attitude is strengthened. The opposite is also true: expressing uncertainty softens the attitude.
2. Conversion theory
The minority in a group can have a disproportionate effect by influencing the majority. In general, those in the majority who are more susceptible are those who may have joined because it was easy to do so or because they felt there were no other alternatives. Consistent and secure minority voices are more effective.
3. Information manipulation theory
This theory involves a persuasive person who deliberately breaks one of the four conversational maxims:
- Quantity : the information is complete and complete.
- Quality : the information is truthful and accurate.
- Relationship : the information is relevant to the conversation.
- Form : the information is expressed in an easy to understand way and nonverbal actions support the tone of the statement.
4. The bait
It can be influenced by stimuli that affect the way you perceive thoughts and actions in the short term. Here is a really smart example of Mindset Change: A scene wizard says “try” and “cycle” in separate sentences to prepare a person to think later about the word “tricycle.”
5. Reciprocity rule
A common social norm, reciprocity implies our obligation to return favors done by others.
6. Principle of scarcity
You want what is in short supply. This desire increases as you anticipate the regret you might have if you lose by not acting fast enough.
(Note the text “Just for today”, this is a great example).
7. Sleeping Effect
Persuasive messages tend to decrease in persuasion over time, except for messages from low credibility sources. Messages that start with little persuasion gain persuasion as our minds slowly dissociate from the source of the material (i.e. a presumably sordid car salesman and his advice on which car is the best, for example).
8. Social influence
Others strongly influence us based on how we perceive our relationship with the influencer. For example, anything receives a better reception if on the web the testimonies and recommendations come from authorized sources, big brands or similar.
9. Yale attitude change approach
This approach, based on several years of research at Yale University, found a number of factors in persuasive discourse, including being a credible and attractive speaker; when it is important to be the first or the last; and the ideal demography to target.
10. Final terms
Certain words have more power than others. This theory divides persuasive words into three categories:
- Terms of God: those words that carry blessings or demand obedience / sacrifice, for example, progress, courage.
- Devil terms : those terms that are despised and evoke disgust, for example, fascist, pedophile.
- Charismatic terms : those terms that are intangible, less observable than the terms God or Devil, for example, freedom, contribution
Applying these 10 rules will positively modify the interaction you may have in any field, and will place all the points in your favor in any negotiation because it will show you your expert side and your knowledge in your area.