Being a master in the art of persuasion is the key to success in many, if not all, businesses, so learning to do it right is the ticket to bigger and better things.
Shankar Vendantam at NPR takes a look at four different techniques that seem to be effective in getting people to give you a hand – or sale – and the science behind one in particular.
- One is called the door-in-the-face technique. You start by asking for something outrageous; when that’s turned down, you then ask for something reasonable. A boss may ask an employee to work weekends for a whole year, for example, and when that request gets turned down, the manager might ask for a report to be turned in by Friday. The outrageous request reframes the real request to make it sound reasonable.
- Another technique is known as fear-then-relief. Here, you tell someone he narrowly dodged a bullet and take advantage of his relief to make your real request.
Full story at NPR.
The psychology of persuasion.
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