Resumo de Maximum Influence -the 12 Universal Laws Of Power Persuasion

MAXIMUM INFLUENCE
The 12 Universal Laws of Power Persuasion

Persuasion permeates day- to- day life, large and small. . Persuasion is the process of changing or reforming attitudes, beliefs, opinions, or behaviors. The laws of persuasion operate below our conscious thoughts. Understanding the laws of persuasion involves understanding the human psyche. The laws of persuasion are so powerful because they capitalize on two predictable things: one, what we expect from human nature, and two, how people will respond in certain situations.

There are two paths to persuasion: the conscious and the subconscious. Both paths can persuade others to your way of thinking. The art of persuading and influencing others always requires an audience. The component is constant, so it is critical to know how to adapt to your audience?s needs, wants, fears, and desires.

The Law of Dissonance ? methods of protecting mental consistency

When we feel cognitive dissonance, we have to find a way to deal with the psychological tension. Denial, modification, reframing, search, separation and rationalization are the tools at our disposal to help us return to cognitive consistency.

Buyer?s remorse is also a form of dissonance. When we purchase a product or service, we tend to look for ways to convince ourselves that we made the right decision.

Many times, even we have made a bad decision, we become so entrenched in our belief that it was right that we will fight to the bitter end to prove it. We can?t handle dissonance in our minds so we find anything to prove our decision was right.

The Law of Obligation ? How to get anyone to do a favor to you

The law of obligation states that when others do something for us, we feel a strong need to return the favor. Pre-giving is effective because it makes us feel like we have to return the favor. This feeling of discomfort is created because the favor threatens our independence. The more indebted we feel, the more motivated we are to eliminate the debt.

The Law of Connectivity

The law of connectivity says that the more we feel connected to part of, liked by or attracted to someone the more persuasive they become. There are four main factors in connectivity; attraction, similarity, people skills and rapport. Connecting with others in the real sense requires an attitude of sincerity, a lot of practice and a true interest in the other person. Whatever you do, don?t take your relationships with people for granted.

The Law of Social Validation

The law of social validation recognizes and builds on our innate desire to be part of a group and we tend to change our perceptions, opinions and behaviors in ways that are consistent with the group norms.

Anytime we find ourselves part of a group, we feel some susceptibility to peer pressure and the opinions of others in the group

The Law of Scarcity

The law of scarcity plays a large role in the persuasion process. Opportunities are more valuable and exiting when they are scarce. And less valuable. The more the scarcity of an item increases, the more the item increases in value and the greater the urge to own it.

The Law of Verbal Packaging

The law of verbal packaging states that the more skillful a person is in the use of a language, the more persuasive they will be. The proper use of verbal packaging causes you to be adaptable and easy to understand.

The Law of Contrast

The law of contrast explains how we are affected when we are introduced to two vastly different alternatives in succession. We know that contrasting two alternatives can distort or amplify our perceptions of things. Generally, if the second item is quite different from the first, we will tend to see them even more differently than they actually are.

The Law of Expectations

Individuals tend to make decisions based on how others expect them to perform. When we know somebody expects from us, we will try to satisfy him or her in order to gain respect and likeability. When you create expectations, you change people?s behavior. We communicate our expectations in a variety of ways. It may be through our language, voice inflection, or body language.

The Law of Involvement

The law of involvement suggests that the more you engage someone?s five senses, involve the mentally and physically band create the right atmosphere for persuasion the more effective you will be.

The Law of Esteem

The law of esteem recognizes that all humans need and want praise, recognition and acceptance. Acceptance and praise are two of our deepest cravings; we can never get enough.

The Law of Association

The law of association is constantly at work. It is a powerful tool in helping you influence and persuade your audience.

The Law of Balance

Emotions create movement and action. Logic plays the role of creating a foundation for emotion. The balance between emotion and logic could be called the twin engines of persuasion and influence. In most persuasive situations, people react based on their emotions and justify their actions with logic and fact. A master persuader will create a balance logic and emotion in order to create a perfect persuasive message.

Preparation is the key

Pre-persuasion is everything. Prepare your mind, know your audience, know their code, and structure a winning persuasive argument accordingly. Know who, what, when where an

Resumos Relacionados