robert cialdini influence new and expanded the psychology of persuasion

In the present time, we call this FOMO-fear of missing out or the idea of losing out. If your products and solutions are the best in the industry, the Law of Authority helps you in brand recognition and companies are more open to engaging with you. In Asia, there is a strong culture of an authority figures within social classes. Always ask yourself if this person of authority has our best interest at heart. Since we were young, we were taught to obey and respect the policeman, our teachers and anyone who is an authority figure. To protect yourselves against manipulation, ask yourself if you have known this person very well and for a long time. It helps break the ice in networking events and when meeting new clients. Human beings respond warmly to similar people and point out commonalities when meeting new people. To practice the law of liking, give genuine compliments to warm up relationships. To avoid this trap, always look for evidence of social proof. It makes us more vulnerable, and we follow their direction when we see other people doing the same thing. When unsure of how to decide, we look at others' behaviour and decisions. Social proof is powerful when we are uncertain. When we move our clients in the sales process, ask them about their business objectives and commitment, and if our solution genuinely meets their needs, the next step is to execute. This is when sleazy sale people abuse prospects.Īt the same time, the fear of salespeople avoiding being seen as sleazy prevents moving the sales process or decision being made. Their too polite or don't want to reject people. When we intentionally ask people to be committed and consistent, many people have a hard time saying No. People naturally want to be committed and consistent.

You can learn to identify and resist attempts to abuse reciprocity by asking yourself if the favours are genuine. Use this ethically by being genuine in helping people. Our society and our places of work use reciprocity often. Reciprocity plays an important role in humanity. There is some psychological burden if the favour is not returned.

Humans are obligated to give back to others who have first offered to them.

It allowed our ancestors to share resources, assuming they would reciprocate later. This rule forms the foundation of all societies. If you've read it, you know exactly what I'm talking about.Īccording to Dr Cialdini, people are trained to live at a particular rule in all Human Societies.

Robert cialdini influence new and expanded the psychology of persuasion