Friday, 4 September 2015

THE SECRETS FROM THE SCIENCE OF PERSUASION-3

5) LIKING

Our 5th universal principle of influence is the principle of LIKING. People prefer to say yes to those whom they like. The Persuasion science tells us that there are 3 important factors.
i)                We like people who are SIMILAR to us
ii)              We like people who pay us COMPLIMENTS
iii)            We like people who CO-OPERATE with us towards mutual goals

As more and more interactions we are having takes place online, it might be worth wondering whether these factors can be employed effectively in online negotiations.

In a series of negotiation studies carried out between MBA students of the well-known business schools, 1st group were told TIME=MONEY, so get straight down to business. In this group around 55% were able to come to an agreement. A 2nd group, however, were told before you begin negotiating, exchange some personal information with each other, identify similarities you share in common and then begin negotiating. In this group 90% of them were able to come to a successful and agreeable outcome.


So to harness this powerful principle of liking, be sure to look for every such similarity that you share with others and genuine compliments you can give before you get down to business.


6) CONSENSUS

The 6th and final principle of persuasion is CONSENSUS. Especially when they aren’t certain, people will look to the actions and behaviors of others to determine their own.

You may have noticed often at hotels that a small card in the bathrooms that attempt to persuade to reuse their towels and linens. Most do this by drawing a guest attention to the benefits that the reuse can have on environmental protection. It turns out to be a pretty effective strategy leading to around 35% compliance but could there be an even more effective way? Well it turns out that about 75% of people who check into a hotel for 4 nights or longer will reuse their towels at some point during their stay. So what would happen if we take a lesson from the principle of consensus and simply include that information on the card and said, “75% of our guests reuse their towels at sometime during their stay. So please do so as well”. It turns out that when we do this, towel use rises by 26%. Now imagine that next time you stay in the hotel you saw one of these signals, you picked it up and read the following message – “75% of people who have stayed in this room have reused their towels”. What would you think? Well you might think, “I hope they are not the same towels” and like most people you probably think that this sign will have no influence on you behavior whatsoever. But it turns out that change in just few words on a sign to honestly point out what comparable previous guests had done was this single most effective message leading to 33% increase in reuse.


 So these are some shortcuts of persuasion which can drastically change your life.

Thank you for your time. You can suggest any thing on which we can discuss upon.

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