Podcast 215 : The Power of Persuasion with Robert Levine Ph.D.
The Power of Persuasion with Robert Levine Ph.D.
If you want to know if you are being manipulated or “played” or want to know how to influence others in decision making negotiations or every day transactions, then a good read is; The Powers of Persuasion by Robert Levine, whose book helps to understand how we can develop our communication skills in order to exert influence over the decisions people make, but also gives insights into the methods used on others. Here are just a few of the findings:
• Reciprocity is one of the most powerful tools of persuasion. The principle is simple: give someone a gift before you attempt to persuade them and they're much more likely to give you something back. This is why charities often send pens as a free gift with a request for donations. "Most of us are usually driven by a sense of equity and fairness," says Robert Levine. "When someone does something for us, we feel obligated to do something for them in return."
• Having something in common with the person you're trying to persuade gives you an advantage. A favorite technique of car salesmen in the 1950s was to ask the name of a prospective buyer, then declare that it was the name of his mother or wife. One study showed we were more likely to vote for someone if their name began with the same first letter as ours.
Levine points out the fact that persuasion and psychology are essential human activities. The positive aspect about persuasion is that if you are aware that you are being persuaded, you have options.
Listen to the Podcast;
If you want to know if you are being manipulated or “played” or want to know how to influence others in decision making negotiations or every day transactions, then a good read is; The Powers of Persuasion by Robert Levine, whose book helps to understand how we can develop our communication skills in order to exert influence over the decisions people make, but also gives insights into the methods used on others. Here are just a few of the findings:
• Reciprocity is one of the most powerful tools of persuasion. The principle is simple: give someone a gift before you attempt to persuade them and they're much more likely to give you something back. This is why charities often send pens as a free gift with a request for donations. "Most of us are usually driven by a sense of equity and fairness," says Robert Levine. "When someone does something for us, we feel obligated to do something for them in return."
• Having something in common with the person you're trying to persuade gives you an advantage. A favorite technique of car salesmen in the 1950s was to ask the name of a prospective buyer, then declare that it was the name of his mother or wife. One study showed we were more likely to vote for someone if their name began with the same first letter as ours.
Levine points out the fact that persuasion and psychology are essential human activities. The positive aspect about persuasion is that if you are aware that you are being persuaded, you have options.
Listen to the Podcast;
Podcast 215 : The Power of Persuasion with Robert Levine Ph.D.
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