What are the causes that lead people to make decisions automatically?
The basis of such decisions is to be human, and not all look indecent in the eyes of outsiders. Sometimes get the opposite.
Two examples:
Scene number 1
A man is in front of the reception room. Look back and can not hide the surprise: All sitting in their underwear. People waiting for a call, drink coffee, read magazines, talk. First person experiences a shock, but then decides that everything must have known something, he does not know. It takes twenty seconds, it removes the clothes and also stayed in their underwear, settle into a chair.
Stage number 2
She patiently waits for the elevator in the administration building. After some time the elevator comes, the door opened. She sees that everything in it were face to the rear wall. Entering the elevator, it will also be facing the rear wall.
(These scenes were removed a hidden camera for a television program). [1]
We are all, to one degree or another, are under the influence of public opinion and are subject to automatic decision-making, which in turn is based on the rule "whether all". We have already dealt with previous releases mailing principle "you me I'll", "the principle of consistency" and "concessions". Today, we continue to talk about consistency and the assumption of obligations.
Psychologists discovered long ago that most people aspire to be and appear consistent in their words, thoughts and deeds. Consistency in behavior are highly valued by society. Inconsistent person may choose a non-permanent, unreliable, frivolous; serial slyvet same people are usually reasonable, confident, credible, reasonable. It is therefore not surprising that people are afraid to seem inconsistent. By consistently adhering to its earlier decisions, the person can not handle all the relevant information in everyday situations: instead it should simply recall the earlier decision and respond in accordance with it. Automatic sequence as a whole is very useful - thanks to her, we can behave appropriately and manage most of the time .. But we need to learn how to determine the time when such a sequence starts to lead to poor choice.
To obtain the sequence of actions after the decision and commitment, there are several ways:
1. Written consent.
Most people, by subscribing to any statement or form, in the future will automatically begin to assert their views. Even if the signature is intended to automatically or under the influence of circumstances.
Application of this method is reflected in many areas, for example:
The company, employees are asked to set personal goals, and prescribe them to publicly defend their plans. In the future, the employee feels responsible for his decision, and seeks to fulfill its goals.
As an example, and this situation: in the United States after the introduction of a law on the possibility of returning the purchased goods, many people wanted to exercise their new right. There were a lot of returns. Then companies started to request that a trade agreement filled the buyer, not seller. The situation has changed: the return of virtually ceased. The buyer, by subscribing to its intention to buy any thing in the future, consider their choice of the right, and did not want to give up their words and signatures.
2. Public statement on the good situation.
There are examples where the talk of the charitable contribution to something, start from afar: for example, with questions about the status of rights. "How are you? Do you consider yourself a successful and active man? "And then" Will you help the needy? "If you publicly state of good status, you will be much harder to refuse to comply with a request to help people.
3. Start small.
Once having given consent to continue the person becomes more amenable. Yielded in the little things, the following request, if it is a logical continuation of the first request, a person is based solely on the principle of consistency.
During the war the United States from Korea in 1951, many American soldiers have been in camps for prisoners of war, which ruled the Chinese communists. The Chinese treated prisoners very differently than its allies, North Koreans. Koreans to obtain obedience, cruelty and preferred severe penalties. Red Chinese specifically to avoid the use of brutality, through the so-called "soft policies", subtly organized psychological attack on their captives. The Chinese policy has been remarkably effective. Happimep, prisoners are often asked to do a little anti-American communists, or adoption ( "the United States are imperfect," "In the communist country's unemployment rate - not a problem."). But when the person agrees that the United States are imperfect, it could ask the state what it is. When it is explained, it could make a list of "problems of America and subscribe to them. Later, it can ask to read out the list in a group of prisoners. Still later, it could ask to write an essay with a detailed discussion of the problems of his list. Then, realizing that he wrote this essay, without coercion, people often change their view of themselves and further collaborated with the enemy.
Among the prisoners was carried out and the contest of political essays. The winner was usually the one who was set communists, but not always: sometimes won the one who generally supported the States, but sometimes disagreed with the view of the Chinese. In the future, the participants began to change the direction of essays to improve their chances for victory in the competition.
Thus, having achieved the minimum concessions on an issue, then you can make more serious decisions, if they are the logical continuation of the first agreement.
4. Public statement of the decision
Once a person's position, it is obvious to others, he has a desire to adhere to this position, just to be a consistent person.
For what it might be useful? For example, in order to quit smoking. A list of people whose opinion is important, and then in writing, informing your decision.
The same principle can be used when preparing for exams, to start visiting local gym or other activities that are important but which do not always want to perform.
If you are at the presentation of the product, even without buying anything, publicly agree that the advertised product - the best, in the future, this may affect your choice when buying and recommendations to others. On the same principle based competitions, which involve writing a short essay, "Why we love this product".
Once decided, in the future we are trying to confirm their opinion. This method is based on the market. Managers set a series of questions, responding to that little fact that he has the seller explains why his company profitable proposed product, but also convinced that a decision without pressure from outside.
Possible and this situation: the buyer inquired about the availability of goods and the seller of notebook in hand, begins to record all the client, and then read out from the page: So, you need a fridge, white, within a certain amount? The buyer goes to the purchase.
It is believed that raising the price during the sale - one of the most unacceptable things. But there are approach: first announced ultra-low price, such as a car. Klyunuvshego customer forced to sign many forms, which record the customer's request to purchase a car. Then give a ride to the car during the day. And at the time of signing the contract, "show" error in calculation or a complete set. Filling in forms and demonstrating the car's neighbors, as if the client declares its decision to purchase another. Therefore, even if the price the customer is trying to be consistent and gets the car.
Sometimes, and in the shops to do the same: price is announced, and when you make a purchase when the customer is already satisfied with everything, wrapped purchase, the buyer adds the various fees, sales tax or declare a higher currency exchange rate set by the store. As a result, the client receives the best thing for exactly the same price as in a neighboring store, and sometimes higher. The purpose of the store is achieved - it was buying from them.
Many businessmen have realized the importance of personal responsibility for the formation of a human's own decision support systems. Most arguments put forward by the man create so many stable points to support the decision that when a seller to destroy only one of them, first, the collapse of construction does not occur. Extremely important is the initial commitment. Committing themselves to (that is, take a stand), people tend to accept the requirements that correspond to the liability. The most effective active and public commitment. In addition, the obligations must be internally motivated, and their implementation should spent some effort. A decision on the commitment, even erroneous, are tending to self-preservation. People often invent new reasons and excuses to convince themselves of the need to implement existing commitments. As a result, some commitments remain in force even after "created" their circumstances change.
Reviewing some of the points of his life, I am reminded of how sometimes, I automatically took some decisions that might be better not to take. Surely, you, reading this list, have begun to better understand the mechanism of decision-making and the principle of consistency and commitments. And if you remember any examples of your behavior or the behavior of friends, based on the consideration of principles, write about them.
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