The psychological trick behind getting people to say yes

How to Get People to Say “Yes”—The Power of Persuasion—Tips from Robert Cialdini

the psychological trick behind getting people to say yes

ROBERT CIALDINI, I used to be a palm reader, and I learned the trick that they use to make people say they're right almost always.

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However, my first exposure to the idea of compliance was not in a psychology book, but beneath a tree decades ago when my grandfather, in a moment of playfulness, showed me something startling with a stick and a few red feathers. One day, he handed me a long stick with a clump of red feathers taped to the end and said he wanted to show me something. He had a familiar, mischievous look in his eye, so I knew it would be fun. In a tree near his tool shed, a family of robins had nested. We slowly and quietly worked our way to just beneath the tree, and my grandfather told me to raise the feather end of the stick up to the nest. Nearby, a male red breasted robin stood guard. When he saw the red feathers, he immediately attacked them, chirping wildly and flapping his wings in distress.

A minute later, after the cashiers rang up the order, they asked again, but slightly differently. What created the power of persuasion? In the next phase of the experiment, Cialdini was able to dramatically shift results with one change. Prior to asking students to volunteer as chaperones, his team asked them to mentor a troubled kid for two hours a week for at least two years. After the students declined, the researchers asked if they would chaperone the single trip. Three times as many students agreed to chaperone when asked as a follow-up than did similar students who were asked only about chaperoning.

Small, subliminal cues change our willingness to be sold on a product, on ideas or even a date.
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The ability to persuade others is a valuable skill. It can translate into making a huge sale, convincing people to follow your leadership, getting a raise, or countless other successes in the business realm. In your personal life, it can mean winning over a partner, well-behaved children who do as they're told, and friends and family members who will help in a pinch. But persuasion isn't just for charismatic types--anyone can be better at getting people to say yes to requests. Take it from Jephtha Tausig-Edwards , a clinical psychologist practicing in New York and Massachusetts, who says science has uncovered a wealth of data on the subject. Here's her advice, according to what researchers studying persuasion have found.



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The psychological trick behind getting people to say yes

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The Psychological Trick behind Getting People to Say Yes

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