Persuade others effectively

作者: shaneZhang 分类: 商学院,读书笔记 发布时间: 2020-09-17 17:19

There are several rules to effectively persuade others in social psychology:

The law of reciprocity

When others have given us certain benefits, we will instinctively return to each other. Those who get the favor of others and don’t give back will have a feeling of debt deep in their hearts.
If you want to persuade the other party to take a certain action, you can first try to give the other party a little benefit.

Commitment and the law of consensus

Everyone has a desire to agree with words and deeds. Because consistent words and deeds can maintain our good image in interpersonal communication, people who act differently will be seen as confused and inconsistent.
If you want to persuade a person to take a certain action, you can first make him make a promise.

The Law of Social Identity

When judging what is right, we will act on the opinions of others.
If you want to persuade someone to take a certain action, you can first convey the message that “a lot of people have taken a certain action.”

The Law of Love

We like people who are similar to ourselves. Regardless of whether the similarities are in viewpoints, personalities, backgrounds or lifestyles, we will show such a tendency.
If you want others to love yourself, you can appropriately show some similarities with this person.

The Law of Authority

People are easily influenced by authority figures or tend to obey orders from authority figures.
If we want to persuade others successfully, we should strive to establish an image of authority.

The Law of Scarcity

Scarcity brings psychological panic. Therefore, people’s fear of losing something is more motivating than the desire to obtain the same thing.
If you want to persuade a person to take a specific action, it is best to create a sense of scarcity.

有效说服别人

社会心理学中给出了有效说服别人的几个法则:
1.互惠法则
当别人给了我们某些好处之后,我们会发自本能的去回报对方。那些得到别人恩惠而不去回报的人,会在心灵深处产生一种亏欠感。
如果想要说服对方采取某项行动,可以先尝试给对方一点好处。
2.承诺和一致法则
人人都有一种言行一致的愿望。因为言行一致可以在人际交往中维护我们的良好形象,而言行不一的人会被看成是脑筋混乱、表里不一的人。
如果想要说服一个人做出某项行动,可以先让他做出承诺。
3.社会认同法则
在判断何为正确的时候,我们会根据别人的意见行事。
如果想要说服某个人做出某项行动,可以先向对方传达“已经有很多人做出某项行动”这一信息。
4.喜爱法则
我们喜欢与自己相似的人。不管相似之处是在观点、个性、背景还是生活方式上,我们都会体现出这样一种倾向。
如果想要别人喜爱自己,你可以适当的表现出与这个人的一些相似性。
5.权威法则
人们容易受到权威人物的影响或者是倾向于服从权威人物的命令。
如果想要成功的说服别人,我们应当努力去树立一种权威形象。
6.稀缺法则
稀缺会带来心理上的恐慌。因此,人们对失去某一件东西的恐惧,要比要获得同一件物品的渴望,更能激发他的行动力。
如果想要说服一个人采取某项具体行动,最好制造一种稀缺的感觉。

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