It can be challenging to influence others, so it's intriguing to comprehend the psychological concepts that underlie the influencing process.
These principles will be examined in this article along with examples of how you can use them to persuade and influence others. By being aware of these principles, you will be more able to resist attempts by others to manipulate you.
Humans typically try to repay debts, return favours, and treat other people the same way we want to be treated.
When someone does us a favour, we feel obligated to return the favour, according to the principle of reciprocity. We don't like the idea of being obligated to them, so we do this.
You need to be aware of your objectives and consider what you want from other people in order to effectively use the reciprocity principle to influence others. The next step is to decide what you can offer them in exchange.
We all have a strong desire to act and speak consistently. This is the reason why, once we've committed to doing something, we're more likely to keep going in the same direction.
For instance, if you expressed interest in a colleague's project proposal when they first mentioned it to you, you are probably more likely to support it now.
Early on, make an effort to elicit verbal or written commitment from others and take into account any feedback.
This theory is based on the figures' sense of security. We make the assumption that if many people are doing something, it is probably the best course of action.
For instance, we are more likely to stay at work past our normal bedtime if our coworkers do the same, to put a coin in a jar if it already has money, or to eat in a crowded restaurant.
This idea can be applied by creating a "buzz" about your concept or item.
This idea shows that we are more susceptible to the influence of the people we care about.
People can show us appreciation in a variety of ways: by being like or familiar to us, by complimenting us, or simply by earning our trust.
Make sure you invest the time and effort necessary to develop trust with the people you work with and your clients.
To those in positions of authority, we feel a sense of duty or obligation. This is the rationale behind why pharmaceutical companies use doctors in their advertising. Additionally, it explains why most of us comply with most requests made by our managers.
Professional titles, dress codes, and even props like vehicles or technology can project an air of authority and compel us to believe what is being said.
Try to secure the backing of powerful individuals to use the principle of authority. Ask them to back up your proposition.
According to this theory, things are more alluring when they are scarce or when we run the risk of missing out on the chance to get them for a good price.
For instance, if it is the last of a stock or a special offer that is about to end, we might feel pressured to purchase it right away.
According to this theory, people must be convinced that they will lose an opportunity if they do not make a decision right away.