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Content
30 June 2008, 20:26
Eight ways to get exactly what you want
2 Look at it this way...
IF YOU want to bring people round to your point of view, try "framing", a favourite tactic of spin doctors. "Framing is about leading people to think about an issue or opinion in a way that is advantageous to you," explains George Bizer of Union College in Schenectady, New York. "For example, opponents of inheritance taxes prefer to frame them as 'death taxes'."
Framing is a key tactic in election campaigns, so Bizer wanted to see whether voters were more or less persuadable to change their views when asked to frame them in different ways.
He asked 69 undergraduates to read an article about two fictitious candidates' views and policies (one candidate, Rick, was conservative, while the other, Chris, was liberal). Half of the students had to choose between the two statements: either "I support Rick" or "I oppose Rick"; the other half chose between equivalent statements about Chris. Participants also rated their preference for both candidates on a sliding scale from "strongly support" to "strongly oppose".
They then read another article, this time arguing against the merits of their preferred candidate, and then had their opinions reassessed. Overall, people whose preference for a candidate had been expressed in terms of opposition to the other candidate were less likely to modify their opinions (Political Psychology, vol 26, p 553). "A simple change in framing - leading people to think of their evaluations in terms of whom they oppose instead of whom they support - leads to stronger, more resistant opinions," says Bizer.
These findings fit with a broad body of research suggesting that negative information frequently has a more powerful influence than positive messages. So if you want to sway someone when they choose between two options, a good tactic is to be negative about the option you don't want them to pick.
# 07 May 2008
# From New Scientist Print Edition. # Dan Jones # Alison Motluk
For your success
Margarita Nomeikiene
Enjoy!
Content
29 June 2008, 14:37
Lifting the lid on the science of persuasion
Hallo, dear Reader!
Cajole your boss into giving you a raise, win someone round to your point of view, or persuade your partner it's their turn to put out the trash - getting people to do what you want can be very handy. Persuasion is a key element of all human interaction, from politics to marketing to everyday dealings with friends, family and colleagues. "Persuasion is a basic form of social interaction," says Eric Knowles, emeritus professor of psychology at the University of Arkansas in Fayetteville. "It is the way we build consensus and a common purpose."
Unfortunately persuasion is both notoriously difficult to pull off and almost impossible to resist when done well. Psychologists have long been fascinated by persuasion - why some people are more persuasive than others and why some strategies work where others fail. Over the next six pages we bring together some recent insights into the science of persuasion.
For those who don't want to be persuaded, there are lessons here too. Knowing the strategies charmers and advertisers adopt can help you resist their guile.
1 Be a mimic
WHEN you're aware of it, it's one of the most infuriating behaviours imaginable. Yet mimic someone's mannerisms subtly - their head and hand movements, posture and so forth - and it can be one of the most powerful forms of persuasion. That's the conclusion of a number of recent studies.
William Maddux at the INSEAD business school in Fontainebleau, France, explored the effect of mimicry on 166 students in two role-play experiments, one involving negotiation between job candidates and recruiters, the second between buyers and sellers (Journal of Experimental Social Psychology, vol 44, p 461). In both cases, the outcome of negotiations was better for the would-be persuaders when they employed subtle mimicry. For example, in the buyer-seller experiment, 67 per cent of sellers who mimicked their target secured a sale, as opposed to 12.5 per cent of those who did not.
Another study by Robin Tanner at Duke University in Durham, North Carolina, asked students to discuss a new soft drink with sales reps (both the reps and the drink were fictitious, though the students did not know this). Half of the reps were instructed to mimic the physical and verbal behaviour of half of the students they spoke to.
These "chameleon" reps elicited more positive ratings of the drink, and volunteers they mimicked consumed more of it during the chat. "Ours is the first study to show that mimicry can essentially enhance persuasion in interpersonal interactions," says Tanner. Intriguingly, people felt especially positive about the drink and its market prospects when the mimic explicitly stated their vested interest in the success of the drink (Journal of Consumer Research, vol 34, p 754).
It is possible, though, that the reps in the "no mimicry" group subconsciously resorted to mimicry. Jeremy Bailenson and Nick Yee of Stanford University got round this by using virtual reality avatars. They asked 61 students to watch and listen to an avatar arguing that students should carry ID cards at all times - an unpopular proposal. For one group, the avatar moved in a pre-programmed human-like way. In the other, computers tracked the students' head movements, which the avatar mimicked after a 4-second delay (previous studies suggested a delay of 2 to 4 seconds works best). Students who had been mimicked were more likely to respond favourably.
But be warned, overt mimicry can backfire on the mimic, or at least be very embarrassing if detected, says Tanner. "It's far from a free shot at persuasiveness."
The crucial factors are: be subtle, leave a delay and, whatever you do, if you think there's even the slightest chance you've been rumbled, stop.
From ,,Eight ways to get exactly what you want""
* 07 May 2008 * From New Scientist Print Edition. * Dan Jones * Alison Motluk
To your succsess
Margarita Nomeikiene
Content
10 June 2008, 17:27
My 60 Minute Lifestyle Secrets by Jo Han Mok
Jo Han Mok’s Favorite Business Quotes
Jun 10th, 2008 by Jo Han Mok |
Here’s my personal collection of “Quotes That Get You Thinking”, which I decided to share with you today.
Undoubtedly as you’ll discover, these quotes have formulated a huge part of my personal business philosophy, and have empowered me with quite a fair addition of business savvy.
Hopefully it can do the same for you.
Trust me, adding a liberal sprinkling of these into your marketing mix will supercharge it with power.
Anyway, as you read down the list below, ask yourself which one of these quotes made an impact on you, and why?
Pray, do share your comments in the comments section below.
“Your most important sale in life is to sell yourself to yourself.” - Maxwell Maltz
“I have never made the slightest effort to compose anything original.” - Mozart
“If hard work is the key to success, most people would rather pick the lock” - Claude McDonald
“All work and no play makes Jack a dull boy - and Jill a wealthy widow” - Evan Esar
“Do not tell me how hard you work, tell me how much you get done” -James J. Ling
“Half the money I spend on advertising is wasted, and the trouble is I don’t know which half.” - John Wanamaker
“Volume times zero isn’t too healthy” - Lee Iacocca
“The advantage of a classical education is that it enables you to despise the wealth which it prevents you from achieving.” - Russell Green
“If you think education is expensive, try ignorance.” - Derek Bok
“Every great move I have made in life has been ridiculed and opposed by my friends. The greatest winnings I have made, in happiness, in money or content,have been accomplished amid almost universal scorn.” - Claude Hopkins
“What happens to a man is less significant than what happens within him.”- Louis L.-Mann
“A man without a smiling face must not open a shop.” - Chinese Proverb
“To sell something, tell a woman it’s a bargain; tell a man it’s deductible.” - Earl Wilson
“Everything comes to him who hustles while he waits” - Benjamin Franklin
“The meek shall inherit the earth - but they will not get the ball!” - Charles Barkley
“If I see something I like, I buy it, then I try to sell it” - Lord Grade
“A man is rich in proportion to the things he can afford to let alone” - Henry David Thoreau
“He who multiplies riches multiplies cares” - Benjamin Franklin
“I’d like to live like a poor man with lots of money” - Pablo Picasso
“I’ve got all the money I need if I die by 4 o’clock” - Henny Youngman
“We haven’t the money, so we’ve got to think” - Lord Rutherford
“Money doesn’t always bring happiness. I made 6 million dollars this year, and I made 5 last year. I’m no happier.” Arnold Schwarzenegger
“Whatever you have, you must either use or lose” - Henry Ford
“Many a small thing has been made large by the right kind of advertising.” - Mark Twain
“On CBS Radio the news of Ed Murrow’s death, reportedly from lung cancer, was followed by a cigarette commercial.” - Alexander Kendrick 20
“The definition of advertising is something which makes one think he’s longed all his life for a thing he’s never even heard of before.” - ANON 20
“I am the world’s worst salesman; therefore I must make it easy for people to buy.” - F.W. Woolworth 20
“He who findest fault meaneth to buy.” - Thomas Fuller
“Never lie when the truth is more profitable.” Stanislaw J. Lec”Be not afraid of growing slowly, be afraid only of standing still.” - Chinese Proverb
“Anything that won’t sell, I don’t want to invent.” - Thomas Edison
“If I have seen further it is by standing on the shoulders of giants.” - Sir Isaac Newton
“Whether you believe you can do a thing or not, you are right.” - Henry Ford 20
“Facts do not cease to exist because they are ignored.” - Aldous Leonard Huxley 20
“Polished brass will pass upon more people than rough gold.” - Lord Chesterfield
“The harder you work, the luckier you get” - Gary Player
20
“PERFECTIONISM is spelled PARALYSIS” - Winston Churchill
“When people aren’t having any fun, they don’t produce good advertising” - David Ogilvy
“There are many who find a good alibi far more attractive than an achievement.” - Eric Hoffer
“100% of the shots you don’t take don’t go in.” - Wayne Gretzky 20
“The secret of business is to know something that nobody else knows” - Aristotle Onassis 20
“When all agree In Harmony,it’s not too long Before they’re wrong” (no credit given)
“If profits are evil, losses must be ten times worse” - Bertram Troy
“Indecision is fatal. It is better to make a wrong decision than build up a habit of indecision. If you’re wallowing in indecision, you certainly can’t act - and action is the basis of success.” - Marie Beynon Ray
“He who hesitates is last.” - Mae West
“When you cannot make up your mind which of two evenly balanced courses of action you should take - choose the bolder.” - W.J. Slim
“Nothing is so exhausting as indecision, and nothing is so futile.” - Bertrand Russell
“Never confuse motion with action.” - Ernest Hemingway
“Little strokes fell great oaks.” - Benjamin Franklin
“Common sense is as rare as genius.” - Ralph Waldo Emerson
“Men occasionally stumble over the truth, but most of them pick themselves up and hurry off as if nothing ever happened.” -Winston Churchill
ENJOY!
Sincerely,
Matgarita Nomeikiene
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