Nowadays, many people are becoming a victim of fraud, or simply those who are trying to sell them a product or service.The tendency of the modern market is forcing sellers to use various psychological tools and tricks to attract potential buyers.
All this manipulation, or the art of persuasion.Some people use these skills to achieve the desired goals, and others, on the contrary, to be able to expose manipulators.In order not to have to buy something that they by and large do not need.
Robert Cialdini, "Psychology of influence»
Professor Robert Cialdini set out to find out why a person gives in to strong influence, and how some people can handle different situations.His studies lasted for several years, and in the end he found that the man can convince anyone of anything, and using the six basic techniques that are suitable for different occasions.On the other hand, knowing the tricks of the manipulators, you can avoid the impact on their psyche.
As a result, the book was written observations.Robert Cialdini, "Psychology of influence" - is an indispensable tool for those who do not want to give in to the entreaties of swindlers seeking to sell the goods at a fabulous price."Psychology of influence" is considered the best training tool for management and social psychology.This book was reprinted four times, its circulation exceeded half a million copies.
In this paper combines style and easy access to many feed.But this book is a serious scientific work, which analyzed the mechanisms of motivation, learning information and decision-making.
Robert Cialdini, "Psychology of influence": commercial and educational version
The first edition of this book was intended for the general reader.For this reason, the professor tried to make their work more accessible to perception.Version designed for training groups also written an easy style, but it is supplemented by evidence, conclusions and recommendations based on the results of psychological research.The book, written by Robert Cialdini, "Psychology of influence", reviews of teachers and students received only positive.This is not just another popular edition of psychology, it is a serious scientific work.
Educational Version can be useful in practice, while reading a book takes many people a real pleasure.This once again confirms that scientific data can be presented in such a way that it would seem easy to digest, useful and relevant.What did Robert Cialdini."Psychology of influence" is such a book - a useful and understandable.
Basic principles influence
- principle of contrast.It is used in communication and is applicable to other types of perception.Designated phenomenon or thing is perceived differently depending on what has happened to the contact.For example, you can first sell something very expensive, and then offer to load a cheap commodity, but one by one.The effect will be obligatory.
- principle of mutual exchange.Acknowledgements sociologists consider a unique adaptive mechanism of the human family.But the effect is not always positive.As says Robert Cialdini, psychology of influence of this kind can lead to unequal exchange.Consequently, the favors must be insignificant, and after them the need to make proposals for which everything was started.
- principle of "denial-retreat."This strategy involves concessions to subsequently ceded to us.In this scheme, it combined the first two principles: exchange and contrast.
- principle of commitment and consistency.Some psychologists believe that the main motivation of human behavior is the desire to be consistent.So, we need to praise certain qualities in people if we want them, we showed them.For this reason, employees are asked to set individual goals.
- principle of initiation.This mechanism involves tests that unite people who passed the initiation.These people no longer value their membership in the society or the common cause.It is important that the selection was made without any pressure.Threats, bribery, interest in this case only a hindrance.
- principle of "throwing low-ball" or "foot in the door."To understand how this strategy can give an example.In China, the American prisoners of war were forced to write statements that democratic principles are imperfect.Thus, they bowed to the primary cooperation, which later grew into treason.That is the main goal - to convince to buy anything else, to gain a foothold.
