the principles of persuasion

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1、ThePrinciplesofPersuasion.ProfessorRobertB.Cialdini.Thebookis:Influence–ScienceandpracticeRobertB.CialdiniPublishers:Allyn&Bacon/PearsonISBN:0-321-18895-0Iamveryexcitedbythisbook.Rarelyhasempiricallyresearcheddatabeenproducedintosuchareadableformat.Itshowsusthroughevidence

2、howwecanpersuadeandbepersuadedwhencertainconditionsareinplace.Amustreadforanyonewhowantstobeabletoimprovetheirpersuasionskills.Thebookhasafocusonthetypeofrelationshipyouneedtobuildupinordertobeinfluential.Itsitsverynicelywiththebehaviouralaspectsofinfluenceoutlinedinotherb

3、ooks.Theevidencesuggeststhatthereare6clearrelationalaspectswhicharemorelikelytoenableyoutopersuadeandinfluenceothers:OakwoodlearningLtd©2009.www.oakwoodlearning.comThePrincipleofLikingPeoplewilldomoreforthosethattheylike.Peoplelikethosewholikethem.Theresearchshowsforexampl

4、ehowatTupperwareparties,likingthehosthastwiceasmuchinfluenceonapurchasingdecisionthanlikingtheproduct!Evidencealsosuggeststhatwearemorewillingtosayyestopeoplewhoaresimilartous.Increasedfamiliaritythroughcontactisonefactorthathelpsthisespeciallyifthisisinapositivecontext.On

5、epositivecircumstanceismutualandsuccessfulcooperation.Associationtosomethingpositiveisoftenusedbyadvertisers,politiciansandothers,astheyalsooftendisassociatethemselvesfromunfavourableevents.TipsToinfluencepeoplemoreeffectively,focuson:·Similarity–Createearlybondswithcollea

6、gues,peers,andbosses.Findthingsthatyouhaveincommonandcanagreewith.Youwillestablishtrustworthinessandgoodwill.Similaritydrawspeopletogether.·Positivegenuinepraise–evidencesuggeststhatitcreatesmorewillingnessinthereceiver.Praiseperformancetraitsorattitudetobemoreinfluential.

7、Evidencesuggeststhatthiscanalsohelphealdifficultrelationships.Theabilitytofindonethingaboutsomeonethatyouthinkisgood,isakeyability.ThePrincipleofSocialProofPeoplefollowtheleadofsimilarothers.Peoplearemorelikelytodosomethingiftheyrealisethatothersaredoingthesame.Humanbeings

8、relyheavilyonothersaroundthemforcuesonhowtothinkbehaveandact.Evidencesuggeststhatthemorep