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Persuasive Actions
If you can create a situation in which a person or group makes
an active verbal or written commitment, particularly if this is
done in public, the chances of compliance shoot up dramatically.
"The magic of written goals", for example, derives its power
from the principle of consistency.
2. RECIPROCATION
This principle, simply stated, is: We should try to repay, in kind,
what another person has provided us. We are obligated to the future
repayment of favors, gifts, invitations, and the like. In fact, note that
"much obliged" has become a synonym for "thank you." Studies show that even disliked or unwelcome others can trigger a feeling of indebtedness by doing an uninvited favor.
Persuasive Actions
Hopefully, you do not fall in the disliked or unwelcome category.
However, you can definitely enhance your power of persuasion by
going out of your way to do thoughtful and helpful things for others.
Don't mistake my message. Don't do nice things JUST for what you
can get in return. That attitude will show. You might gain immediate
compliance, but you won't gain any true friends and colleagues.
Instead, I'm advocating a genuine, heartfelt habit of looking for
ways to help others experience the things that are important to them.
It will come back to you, many times over. It's like the Biblical
principle of sowing and reaping; help others, and when you need help,
they'll be more likely to help you. That's a good way to live.
Copyright © 2004, Beverly Smallwood
Copyright © 2004, The Negotiator Magazine