In order to achieve something, often use the usual reaction of people: in response to an assignment, he often makes a concession in return. Please be designed in such a way that it was at least the appearance of the assignment. For example, people are accustomed to such worldly wisdom: "Ask more - get less. During the conversation, you reduce its bargaining demands, and creates the appearance of the assignment. Therefore, you too will go to vstrechu.Vtoroe requirement should not be small, it may simply be less than the first. For example, conducted an experiment: first, the students asked to accompany the prisoners criminals to walk. Most refused. For another group of students request to change: first asked them for two years of counseling for juvenile offenders, well, or at least "to accompany them for a walk. Consent to the accompaniment of the students increased by 3 times.
We traders in the stock is one way: once they see that nothing can sell it to the client, they say: 'OK, I have nothing else will offer you, but you could not recommend me to someone? " . In-store sales is acceptable, such tactics: the client first show the most expensive thing, and then offer a choice for himself. As a result, the customer buys not the cheapest thing. Using such tactics can increase the minimum purchase price by 2-3 times.
Very interesting experiment in which subjects were asked to share the money. Was granted a certain amount of money, it should have been divided between two parties, in any proportion, but if they are not agreed, the amount not received one. In the first group specifically instructed man offered to take much of the money himself and stubbornly stood his ground. In the second slightly longer, but also without good reason and without attempting to reduce their demands. And in the third assistant demanded a lot, then reduced the request. Observed the same for the reactions of the subjects who had no idea that his opponent - the assistant experimenters.
As you may have guessed, is best able to agree on the third group. Although the subject has received a much smaller amount than his opponent, he remained: first, satisfied with the transaction, despite the fact that he lost money and secondly, the subjects felt that they pressured the opponent and felt responsibility for the outcome of the transaction. Thus, if the negotiations do you often displaying a willingness to reduce their requests, your business partner, will feel a great responsibility for the outcome of the transaction and strive to fulfill all conditions.
Principle Sequences
Interestingly arranged the human psyche: his actions, he tries to explain rationally and consistently.
For example, in the clinic, which has addressed the post-hypnotic suggestion, ie execution order, after, that a man came out of trance. If you were to pop hypnosis, you might remember, as a man after hypnosis on the stage, walked to his seat, and after a while jumped up and shouted: Tiger! Tiger! (or something like that) And in the clinic performed an experiment: a man made a suggestion that he, after being released from a trance, should take an umbrella and walk through the neighbor's porch. The subjects performed this order, and when he was asked why he did it, he immediately gave the story that he usually likes to walk on the veranda. Ie his mind obligingly slipped him a story about his love for walks. However, after the question, why he took someone else's umbrella, the subject was in shock.
But researchers of human behavior in selfish ends, shall hold their "experiments". If you are on a free tasting agree that it tastes good, you will continue to defend their belief, despite the fact that he could just trigger the principle of "free is always delicious. If the presentation will be asked to fill out a questionnaire in which you specify that, in principle, do you like any commodity, then in the future, you will surely prefer it. And if you asked before the election "just" sign up for a certain candidate?
And another interesting experiment: on the beach please postorozhit things, led to the fact that a thief pursued for 95% of the subjects, and only 20% of those who did not promise.
The principle of consistency helps them to get a seasonal decline in toy sales after Christmas. First, heavily advertised before Christmas toys for children. When the child begins to dream of such a toy and negotiates with the parents that he will get it for Christmas, the fun begins. In anticipation to please a parent goes to the toy store, but he would say that, unfortunately, these toys have already been sold. But as the gift is still needed, bought any other, but sadly the child promise to buy a toy as soon as it appears. "Appears" it immediately after the holidays, a seasonal decline in sales.
The principle of consistency in my opinion is used in NLP, although it was not mentioned, but it seems that the way it is. For example, for the destruction of the complex equivalent. Suppose you need to re-form the view "all men - liars", consistently changing the attitude:
- Tell me, do not you met a woman with dishonest intentions?
- Generally met
- On the other hand, among women there are many honest, right?
- Of course!
- So means, and men can meet quite decent.
(This method is called in NLP "square of Descartes." For the destruction of the complex needs the equivalent of the situation, which shows that the statement is not always correct. The above example is very circumstances in life can change with the situation more subtly. For example, work with conviction, decorated in a complex equivalent "He did not smile, then I would be indifferent, you can begin using the same principle: You know, there are many people who can smile, but to be indifferent to you. On the other hand, many smiling warmly. So maybe it's not a smile and you just worth it to get to know?
Today we are acquainted with the principles of mutual concessions and consistency. I want to draw your attention that not every principle in any case fully working. Turning to the NLP, the successful interaction with another person can be described in three words: purpose, sensitivity, flexibility. We must have clear goals, we must establish criteria for their achievement, we must be sensitive enough to track that the results set goals, and flexible enough to change their behavior if necessary. In mailings, we consider a kind of model of influence on people: psychological and magical. All the models you will not be needed, but more of them will be in your stock, the greater flexibility of behavior you will have. A "side effect" of such knowledge will be the ability to resist manipulation by outsiders.
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