What is the greatest persuasion tactic to use?
怎样说服别人最有效?
Reciprocity is frighteningly persuasive. We are programmed to give something back to someone when they have given something to us. Sales people use this tactic all the time. That little free sample is not free. It tells our brain that we owe the person something in return. This sets up up to give something back which can be worth a lot more than the item which we received.
互惠性是非常有说服力的。我们通常在别人赠与我们东西后也会回馈东西给他们。销售人员经常使用这样的手法。小小的免费样品其实并不免费,它在告诉我们,我们欠了别人东西需要赠还。通常我们赠还的东西往往比我们收到的东西价值还高。
Here is an example:
举个栗子:
You are sitting at lunch with an out of town client. The check arrives and you both reach for it. He gets to the check first and you say: “Let me pay for the meal”, and the client says: “No, I will pay for it and you can get it next time I am in town”.
你和一个乡下的顾客一起吃午饭。账单来了你们几乎同时拿到。他抢着去付款,你说:“让我来吧,”这个顾客说还是我来吧,下次你来。
Even though you appreciate it, something bothers you internally. A week later the client calls you for a favour that is not included in the contract that you would not normally say yes to, and you say yes without thinking of it because the reciprocity principle has set up unconsciously in your brain that you owe him something, and therefore you are compelled instinctually to do that.
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