How to influence others

On the issue of influencing others, I recently read the book Influence, which talked about six weapons of influence-reciprocity, commitment and consistency, social identity, love, authority and scarcity. Let me talk about how these weapons are used. Let's learn how to influence others and even the boss.

1. interaction

The principle of reciprocity is that you should accept the kindness of others through social pressure, and once you accept the kindness, you will feel indebted. This strong sense of indebtedness forces you to repay him. Cosmetics stores, for example, generally provide services to help you make up for free, so that you can try the products for free. Are you embarrassed not to buy their products when you enjoy the various services they provide? For example, training institutions often offer experience classes and audition classes to attract people to participate, and then under the lobbying of course consultants, they often place a lot of orders.

So how can I apply this principle in my work? You can always buy snacks, honor your leader, or occasionally help him make a soup and get a meal, but don't be too deliberate. As long as the leader thinks our relationship is harmonious, even if the leader doesn't help you at the critical moment, at least he won't lie to you.

2. Commitment and consistency

The principle of commitment and consent is to induce them to take some action or make some statement, and then make them obey through the pressure of internal consistency. For example, the example I read in a book only remembers the main plot: someone is organizing a campaign against violence, and all residents in this area need to sign the proposal. At first, they met some difficulties, and people were unwilling to join these sports. Later, he thought of a way. When he visited the next household, he just told them to organize an activity, and then he needed to borrow the flower bed in front of their house to insert some signs or hang some slogans. The residents agreed. After holding an activity, I thanked the residents and invited them to join the movement, but they actually agreed. For example, in the automobile sales industry, discounts are often used to induce customers to make favorable purchase decisions. When the decision was made and the transaction was not finalized, the seller skillfully used other problems of the product, resulting in the offset of excess fees and discounts.

How to apply it in work? When I recommend a product (such as a system or an annual meeting venue) to my boss, I will first say what problems this product can solve for us and how much efficiency it can improve. When the boss feels good and agrees to consider this product, I will add some special points by the way so that the boss will not easily overturn the previous decision.

3. Social identity

The principle of social identity is that when people make judgments under vague information, they will act according to the behaviors or opinions of others present. For example, when we watch sitcoms, such as Mr. Bean and Friends, there will always be some laughter in the background from time to time. When these jokes appear, it may just be a funny plot, and we will feel particularly funny. For example, when we buy online, we often look at other buyers' comments on the product before deciding whether to buy it. In fact, at this time, our purchase decision has been influenced by social recognition, and gradually sellers have begun to use this principle to guide consumers' behavior, which has led to the existence of professional critics and professional critics.

Then you can consider using it at work. When I organize the annual meeting and birthday party, in order to avoid the silence, I can arrange several nurses to cooperate at the right time, so that everyone will think that the program is actually quite good and will actively participate and speak. Suppose I enter a new enterprise, I can observe the words and deeds of employees first, and then imitate them appropriately to avoid embarrassment and mistakes.

love

The principle of love is to influence others with each other's love and kindness. There are several forms of love: using the halo effect of appearance; Take advantage of similarity, such as showing the same interests as others; Compliment; Enhance relationships by increasing contact or cooperation with others. For example, salespeople generally use similar methods to achieve the purpose of influencing others. There are also repeated advertisements, which will make us feel very cordial when we see these products in the future, and then choose to buy them inexplicably because of trust.

In work and life, I think this weapon still has many applications. For example, when communicating with employees and leaders, we can use similarities and compliments appropriately to increase their goodwill towards me. For example, when I have a crush on someone, I can often appear near his life circle, so that he can often see me. After this continues for a while, I will contact him again. Will he think I am familiar and intimate? (haha, the imaginary expression at this time is a rabbit with a big smile on its ass. )

5. Authority

The principle of authority is very simple, that is, directly using the pressure of authority to influence others. For example, in an advertisement, I remember an advertisement for Leng Suanling, in which a dentist wearing a white coat often tells us how our teeth are often injured, and what principles can be used by Leng Suanling toothpaste to prevent these problems, giving people a very authoritative feeling that Leng Suanling toothpaste is a very professional and authoritative product. In fact, many advertisements of this type use the authority of celebrities or experts to influence consumers' behavior.

Since authority is so useful, I can add some authoritative views when I try to influence leaders in the future to make my speech more convincing. The poor leader has to face all kinds of scheming of his subordinates every day. )

6. Scarcity

The principle of scarcity is also common. The fear of losing something seems to stimulate people's actions more than the desire to get the same thing. For example, the most commonly used skill of merchants is to limit sales and snap up in a limited time, which makes full use of people's desire for scarce goods.

I think this principle is more used in marketing promotion. I haven't thought about how to use it in HR work. Any good suggestions?