6 Unethische Manipulationstricks, Die illegal Sein Sollten! - Robert CialdiniAug 07, 2022
Today I am going to summarize another book on psychology. Honestly, the more books I read on psychology, the scarier it gets. I realized how easy it is to manipulate someone. The scary part is that most of these tactics that you'll hear about in this video are so hidden that your conscious mind can't see them. So you feel like you are in control and you have made a conscious decision but that is not the case now a few words about the book itself the book was written by the world famous professor of psychology
robertkiel who never wrote and is titled handsome how to win before of judgment to better understand why what this book is about think about it this way think about it how to plant seeds if you want the seed to germinate and bear fruit you have to do two things well first choose a good quality seed second prepare the soil well if the earth is not well prepared the seed will not sprout by this analogy we can say that the seed is your message to persuade others and it is This book is about paving the way Robert says that all of my research up to this book has focused on what to say to persuade, but one day he realized that persuasion, even before the message is delivered, is what precedes his message. plays an important role let me give you an example then you will understand what i mean in an experiment they sent a very handsome man a model guy who was in a mall approached the women and asked them for their number for a bad date completely f give it to remden his phone number is kind of risky and of course the man got a drop 1 but he also got a few years if he talked to a woman outside a certain store you can guess what kind of store it was no it wasn't easy nor was it a chocolatier a florist since flowers are associated with romance unconsciously affected their behavior and urged them to give their number after the experiment the participants who had given their number were asked if the store had anything to do with their decision to of course, nobody answered.
I made the conscious decision to give my number. In a similar experiment, a man approaches women on the street and asks them out. This time, the researchers tested how the results would change depending on the object that the man in his hand was holding as he addressed the women. It was a specific object that one a large amount of annual income. guitar let's look at another example from the business world there's an interesting experiment with an online furniture store the researchers directed half of the shoppers to a landing page with white clouds as the background image and the other half to a page with images of coins, those who had clouds as their background image focused on softness and comfort when selecting furniture, while those who saw coins first when visiting the site focused on price and tried the cheapest those who found options when they were asked after the experiment if the coins or the clouds played a role in their decision, they all laughed and said no, they said that they were independent and conscious people, clouds or coins had absolutely no relation to them, it's fine so far. both were experiments with visuals n connected how about words can we achieve the same effect with words the answer is one year and i'll tell you how a seller failed to sell his product for 75,000 euros every time he mentioned the price many customers tried negotiate and if you couldn't get the lowest price you wanted, just walk away like that, the salesperson lost a bunch of customers, then made a small change during his presentation before naming the price, he jokingly said of course I can't give him a million euros this calculation product every time he said that sentence hardly anyone tried to negotiate the price or complained that 75,000 euros was a lot of money and why because 75,000 euros seemed like a pretty small amount compared to a million and yes I totally agree I agree with you that the joking mention of a million euros has nothing to do with the product of 75,000 euros and should not change people's behavior, but that is not the reality, the reality is that it unconsciously affects the people's price perception in a similar experiment. it was new and could cause side effects so the marketers tried a different tactic this time before asking people to try the product they asked if they considered themselves an adventurous person many of them said yes they are adventurous and when you offered them to try the new energy drink they agreed i want to give you an example that happened to me personally once i met with a bank teller and somehow we got to talking about the investment products he was offering he described some products but none of them they caught my eye so I'm only half listening and half thinking that wasn't going to work but then before he described the next product he said something that caught my attention.
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6 unethische manipulationstricks die illegal sein sollten robert cialdini...
I leaned forward and listened carefully. He said that the next product that I am going to talk about is that even my mother. I would recommend investing in it as soon as I heard that sentence, I felt great confidence in it and the product was probably not on purpose, but it activated one of the most powerful persuasive principles that Robert Quinney calls unity and refers to a shared identity of both. influence and also the membership of the influenced The idea that we share an identity with someone makes us much more likely to agree with them than with someone who does not belong to that entity if a communicator can demonstrate that they belong to the same group that we did before he or she died message conveyed we are much more willing to be with that person n work or create it let me give you an example a big concern for investors has always been what will happen to buffett's company berkshire hathaway when they Don't Be In Charge In a letter to shareholders discussing succession planning, Buffett wrote I'll tell you what I would tell my family today if they asked me about the future of Berkshire.
Buffett was very persuasive with that sentence because he said he would give readers the same advice if he gave a family member the strongest form of unity found in the family people risk their lives to help relatives. close
robertshows how to take advantage of the family unit even if you try to influence people who are not related to you in one of your college classes bart robert students and their parents to fill out a questionnaire student consent wa r always very high, but the Parental response rate was typically much lower, often below 20 percent. A small change could increase the parent response rate to 97 percent.
The simple change. Robert said that he would give the students an extra point for a test. Parents completed survey One point on a test in a semester course is a negligible benefit Unlikely to affect a student's final grade at all, but by bringing into play the concept of helping a family member, it could increase the response rate five times from poor to near perfect the impact of these studies and examples is huge, this means that if I can draw your attention to, say, kindness, fairness or romance before I get my message across, at that point will become a helpful shuttle or romantic people with in other words through the use of stuck persuasion i can change your identity in that particular situation i can change who you are i can change how you perceive yourself i can change how you perceive me and to my message the next experiment is quite impressive and will explain why we are so easily swayed in belgium the researchers brought together a gr group of people and showed them a picture of a household item but with a different background image they divided people into three groups in the background image of the first group was a single person alone, the background image of the second group showed two people standing side by side, separately, in the background image of the third group, two people finally stood shoulder to shoulder during the experiment, the researchers stood up and accidentally dropped various objects on the ground to get out Find out which of these three groups would kneel down and help In both the first and second groups, only 20 percent of people helped, but the results were three times higher in the third group, which had an image of background of two people standing shoulder to shoulder this is not the most interesting part of the experiment the most interesting part is that the subjects in this experiment were only 18 month old children who had no pe Thought logical and they could barely speak this experiment demonstrates how primitive and fundamental this process is and why each and every one of us is unaware can be easily influenced no matter the level of logic or intelligence. he becomes more analytical and makes fewer mistakes or if you put a photo of a person it shows who wins a race he produces more this has a positive impact on his results.
Now let's see how we can apply what we have learned from these experiments. I have six practical tips for you. First, if you could give away a free product to your customers, consider giving the product away to your family members. giving away the city to one's own customers can be more effective remember the experiment with students and parents where one point increased the response rate second let's say you have a product and you need your customer's help to improve it instead of saying how is their feedback or opinion about this product you can say what is your advice about this product the difference seems small but the effect is quite big because the word advice creates unity creates a uniting effect the word recommendation unites people one step towards you and the word opinion or feedback makes you sh rode to quit you as you probably guessed this is related to the concept of unity remember the example of warren buffett and my meeting with the banker if you are going to ask for a raise at your job do it in a It is when you have received positive feedback from customers or done something great at work that the results of your great work take center stage this tip is often linked to experiments with sellers that increased response rates simply by putting help and success in the spotlight before making a request fourth, if you are a student trying to persuade other students to donate to a specific cause, you can mention that you are a student yourself and that would automatically activate the principle of unity and and donations also increase this point is related to the principle of unity fifth decorate your environment according to your goals until read books like this i thought it was silly to write quotes or motivational words on office walls you probably know phrases like courage success wins quality customer first and so on it turns out these things really work and affect us subconsciously so think about what you want achieve and how you can decorate your space to put you in that frame of mind an example when my goal was to make $10,000 a month i bought a fake $10,000 stack on amazon and put it on my desk to remind me of my goal when i wanted to invest more i printed a sentence saying last money works for you i placed it as a image and put it on my desktop you can also small d you can do things like change the background image on your phone or computer you can listen to different types of music depending on the type of work you are doing if the task requires you to be very focused just search for music on google and listen to it while working on that task in front of me for example start writing scripts like this i always watch a video of my favorite youtuber i like his videos because they are high quality and can explain quite complex topics in a very simple way if i see some from your videos before starting i start writing scripts in the right frame of mind and also focus on quality and simplicity 6 po to get the person in the right frame of mind before delivering your message let me explain with an example once i wanted to convince one of my colleagues to do something different to our project we both knew this change would be good for the project but he He just didn't want to do it because it would mean extra work for him, especially since we had quarreled several times in the days before, so he agreed to everything I suggested.
I disagree after two failed attempts. to persuade i tried a tactic from this book and it worked what did i do differently this time now before opening the topic? she said yes i said yes today we have big improvements in our project thanks to the changes you suggested i was against it at the time but i agreed with your suggestion because it was the best thing for the project it wasn't about you or me it was about what is best for the project. Today I ask you to make a change and bothWe know that this is the best for the project.
So how about we both put our egos aside and implement the change I suggested that he thought for a bit and said yes and that was the end of the story the reason this worked was that I changed his mindset from arguing and discuss to do what is best for the project think about your life you probably also have similar situations what things you can say or do before delivering your message so that the person is in the right frame of mind so they are more receptive to your message , in other words, what can you do to prepare the ground before looking for the seed, the person must be romantic, honest or cooperative, define what you want, find a phrase or thing that makes the person adopt that attitude. and then deliver your message and of course you have to be ethical with not just that tactic but all of them, you might be wondering what would happen if you didn't do it ethically, what would happen if, for example, you decided to act against of your customers in your company in an unethical way now your employees will see what they are doing and start using the same cunning techniques against their own customers so there is a high chance against you that it will backfire and one more thing Always remember that you are not immune to such tactics and can be easily influenced.
For example, a friend or colleague might mention a small favor they've done for you before asking you to do a big favor. The mention of the small favor will put him in a frame of mind where he will feel a strong urge to do it. others who have helped us is ingrained in our DNA and it is very hard to fight against it if the favor you are asking for matches the favor you have given us then all is well but sometimes you use your small favor as bait to make us accept something much bigger in such situations do not give an answer right away but take your time tell them you are thinking about it and they will inform you of their decision, if you rush there is a high chance you will agree to the request and then leave will regret.
It happened to me personally several times and I agreed to things that I later regretted. After all, my goal with this video was, firstly, to raise awareness of the weaknesses that each and every one of us has so that we can protect ourselves, and secondly, to show you can use these weaknesses in your life, in your work or in your business in an ethical manner. I hope this video is helpful. In the image you see on the screen right now, you will learn the four most important psychological tricks that people use to convince others.
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