“Enormous opportunity” does that include effective writers to expain the good reasons and persuade others?
Ed K
Addenda:
“The root of the welfare state is the immorality of intimidation, threats and coercion backed up with the threat of violence by the agents of the … government.” Walter E. Williams
“Humans have been testing their own trial-and-
error persuasion techniques; Mitt Romney on
the stump, singles at the bar, car salesmen on
the lot: All sorts of people are practicing the art
of persuasion, with varying degrees of success.
We like to think that we make our own decisions,
that we’re in control. But we’re all open to persuasion
by others, says Robert Cialdini, professor emeritus
of psychology at Arizona State University and
author of “Influence: The Psychology of Persuasion.”
Humans have been testing their own trial-and-
error persuasion techniques forever, Cialdini says.
Now, for better or worse, the professionals are
moving in. Or, as he puts it, “the art of persuasion
has turned into a science.”
Through experiments and real-world observations,
researchers have unlocked some of the mysteries
of persuasion: what works, what doesn’t work and
why so many of us end up with candidates, dates
and cars that we never really wanted.
People who learn these secrets can keep themselves
ultimate goal: getting others to do their bidding.
Strategic persuasion can pay huge dividends, adds
Steve Martin (not the guy you’re thinking of, but
Cialdini’s colleague and the British director of the
consulting company Cialdini founded,
(Influenceatwork.com). For example, the British
government recently asked him for advice to
encourage delinquent taxpayers to pay up. Martin
suggested a simple tactic: Instead of threatening
people with fines, the government should send out
a letter saying that the great majority of Brits pay
their taxes on time.
That kind of peer pressure works. “So far, they’ve
collected about $1 billion more than they would
have otherwise,” Martin says.
Cialdini’s own research has identified six “weapons
of persuasion” that can bring people to your side.
Read and learn:
Rare Find: Job seekers should do more than make
the case that they’re right for a job; according to
Cialdini, they should present themselves as a unique
fit. As he explains, nobody wants to miss out on a
scarce opportunity. The allure of scarcity explains
why people line up at Best Buy at 4:30 a.m. on Black
Friday and why inside info is valued more than
common knowledge.
Count on payback: “Reciprocity is a part of every
society,” Cialdini says. A classic experiment from
the 1970s found that people bought twice as many
raffle tickets from a stranger if he first gave them a
can of Coke — proof that even tiny favors can work
to your advantage. Likewise, your buddy is more
likely to help you move that couch if you’ve ever
given him a ride to the airport.
Be likable: A tough assignment for some, that’s
for sure. But Cialdini’s research has found that a
little easygoing pleasantness can be just as persuasive
as talent or actual ability. Perhaps unfairly, looks
count too: A study of Canadian elections, for
example, found that attractive candidates received
more votes than their less-blessed opponents,, even
though voters claimed they didn’t care about
appearances.
Society’s seal of approval: Your friend is more
likely to try something — recycle, eat at the new
tapas place, watch “Glee” — if you mention that lots
of other people are doing it. That’s why his letter to
Brit taxpayers was a billion-dollar success, Martin
says. People may not want to follow the herd, Cialdini
adds, but they do assume that other people make
choices for a reason.
Play the consistency card: People will go to great
lengths to avoid seeming flaky or wishy-washy. As
Cialdini explains in his book, car salesmen exploit
this trait by making fantastic “lowball” offers to
potential customers. Once a customer decides to
buy a car, he’s unlikely to want to flake out on the
deal even if the price mysteriously balloons —
Oops! There was a mistake! — before he gets the
keys. Or, for a less slimy example, you’re more
likely to get that raise or a promotion if you remind
your boss that she has a long history of treating
her employees well. (Surely she wouldn’t want to
change her tune now.)
Speak from authority: Your suggestions will go a
lot further if people think you’re pulling them from
somewhere other than thin air. Martin has an
example: In a recent study, a real estate company
significantly increased home sales when the
receptionist took a moment to inform potential
customers of each agent’s credentials and experience.
“The statements were true,” Martin says, “they
didn’t cost anything — and they worked.”
“Enormous opportunity” does that include effective writers to expain the good reasons and persuade others?
Ed K
Addenda:
“The root of the welfare state is the immorality of intimidation, threats and coercion backed up with the threat of violence by the agents of the … government.” Walter E. Williams
‘Enormous opportunity’ here are some tools to exploit the opportunity and persuade others:
By Chris Woolston, Los Angeles Times
articles.latimes.com/2012/apr/28/health/la-he-persuasion-20120428
“Humans have been testing their own trial-and-
error persuasion techniques; Mitt Romney on
the stump, singles at the bar, car salesmen on
the lot: All sorts of people are practicing the art
of persuasion, with varying degrees of success.
We like to think that we make our own decisions,
that we’re in control. But we’re all open to persuasion
by others, says Robert Cialdini, professor emeritus
of psychology at Arizona State University and
author of “Influence: The Psychology of Persuasion.”
Humans have been testing their own trial-and-
error persuasion techniques forever, Cialdini says.
Now, for better or worse, the professionals are
moving in. Or, as he puts it, “the art of persuasion
has turned into a science.”
Through experiments and real-world observations,
researchers have unlocked some of the mysteries
of persuasion: what works, what doesn’t work and
why so many of us end up with candidates, dates
and cars that we never really wanted.
People who learn these secrets can keep themselves
ultimate goal: getting others to do their bidding.
Strategic persuasion can pay huge dividends, adds
Steve Martin (not the guy you’re thinking of, but
Cialdini’s colleague and the British director of the
consulting company Cialdini founded,
(Influenceatwork.com). For example, the British
government recently asked him for advice to
encourage delinquent taxpayers to pay up. Martin
suggested a simple tactic: Instead of threatening
people with fines, the government should send out
a letter saying that the great majority of Brits pay
their taxes on time.
That kind of peer pressure works. “So far, they’ve
collected about $1 billion more than they would
have otherwise,” Martin says.
Cialdini’s own research has identified six “weapons
of persuasion” that can bring people to your side.
Read and learn:
Rare Find: Job seekers should do more than make
the case that they’re right for a job; according to
Cialdini, they should present themselves as a unique
fit. As he explains, nobody wants to miss out on a
scarce opportunity. The allure of scarcity explains
why people line up at Best Buy at 4:30 a.m. on Black
Friday and why inside info is valued more than
common knowledge.
Count on payback: “Reciprocity is a part of every
society,” Cialdini says. A classic experiment from
the 1970s found that people bought twice as many
raffle tickets from a stranger if he first gave them a
can of Coke — proof that even tiny favors can work
to your advantage. Likewise, your buddy is more
likely to help you move that couch if you’ve ever
given him a ride to the airport.
Be likable: A tough assignment for some, that’s
for sure. But Cialdini’s research has found that a
little easygoing pleasantness can be just as persuasive
as talent or actual ability. Perhaps unfairly, looks
count too: A study of Canadian elections, for
example, found that attractive candidates received
more votes than their less-blessed opponents,, even
though voters claimed they didn’t care about
appearances.
Society’s seal of approval: Your friend is more
likely to try something — recycle, eat at the new
tapas place, watch “Glee” — if you mention that lots
of other people are doing it. That’s why his letter to
Brit taxpayers was a billion-dollar success, Martin
says. People may not want to follow the herd, Cialdini
adds, but they do assume that other people make
choices for a reason.
Play the consistency card: People will go to great
lengths to avoid seeming flaky or wishy-washy. As
Cialdini explains in his book, car salesmen exploit
this trait by making fantastic “lowball” offers to
potential customers. Once a customer decides to
buy a car, he’s unlikely to want to flake out on the
deal even if the price mysteriously balloons —
Oops! There was a mistake! — before he gets the
keys. Or, for a less slimy example, you’re more
likely to get that raise or a promotion if you remind
your boss that she has a long history of treating
her employees well. (Surely she wouldn’t want to
change her tune now.)
Speak from authority: Your suggestions will go a
lot further if people think you’re pulling them from
somewhere other than thin air. Martin has an
example: In a recent study, a real estate company
significantly increased home sales when the
receptionist took a moment to inform potential
customers of each agent’s credentials and experience.
“The statements were true,” Martin says, “they
didn’t cost anything — and they worked.”
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