1 1 PSYCHOLOGICAL TRICKS TO GET
PEOPLE TO DO WHAT YOU WANT
1. Use a "decoy" option to get people to buy your product.
If you' re having trouble selling the more expensive of
two products, consider adding a third option whose only
function is to make the "expensive" product look more
enticing. The third, or decoy, option should be the same
price as the more expensive option but less effective.
When you' re bargaining with someone, convene in a coffee
shop instead of a conference room, so your partner is less
inclined toward aggression, People tend to be more selfish
when they see objects than when they' re
surrounded by neutral items.
Give someone something they need so they feel obliged to
return the favor. When they thank you for helping out, say.
Of course, it' s what partners do for each other."
4. Mimic people' s body language to get them to like you.
Subtly mimic the way someone is sitting and speaking to s
get them to like you more. They probably won' t even notice
you' re copying them.
5. Speak quickly to get an argument opponent to agree with you.
When someone disagrees with you, speak faster so they
have less time to prom“ what you' re saying. If the person
agrees with you, speak more slowly, so they have time to
evaluate the message.
6. Confuse people to get them to comply with your request.
Instead of telling people you' re selling eight cards for ,
tell them it' s 300 pennies for eight cards, "which is a bargain."
People will be distracted trying to figure out how many dollars
300 pennies comes out to, so they' ll just accept that the price
is a deal.
Ask for help when people are drained, so they won' t have
the mental energy to question the request.
8. Display an image of eyes to get people to behave ethically.
Give people the impression that they' re being watched by
posting a picture of eyes nearby. They' ll be more likely to
clean up after themselves and return borrowed items.
Using a noun reinforces your identity as a member of
a specific group, and plays to people' s need to belong.
Ask "How important is it to you to be a voter?" instead
of "How important is it to you to vote?"
10. Scare people to get them to give you what you need.
People who experience anxiety and then relief usually
respond positively to requests afterward, That' s because .
their cognitive resources are occupied thinking about the
potential danger they encountered.
11 . Focus on what your bargaining partner is gaining, not losing.
While negotiating, emphasize to your partner what they' re
about to gain to get them to agree to your offer. For example,
if you' re trying to sell a car. you should say. "I' ll give you my
car for , 000," instead of, "I want , 000 for the car."
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