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“Persuasion: How To Get A 'Yes'”
Let’s take a quick (as possible) trip through the six categories
of tactics that will help you persuade others more effectively.
On the journey, you may also recognize that you have responded
when these tactics have been employed by skillful sales people,
by manipulators, or by very persuasive "normal people."
(Sorry, sales people! Didn't mean to imply you aren't normal!:>))
As you learn to recognize them, you'll be better armed against
unwelcome persuasion from others.
When you need to gain cooperation from others, to sell goods or
services, to get approval...in other words, when you need a "yes"...
choose methods based on the six principles Cialdini enumerates
after careful scientific research.
1. CONSISTENCY
Research shows that we humans have a nearly obsessive desire to
be and appear consistent. Once we've made a decision or taken a
stand, we feel pressure to act in ways consistent with that commitment. The decision is made; we don't have to think about it any more.
Copyright © 2004, Beverly Smallwood
Copyright © 2004, The Negotiator Magazine