The Negotiator Magazine

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Persuasive Actions

If you can create a situation in which a person or group makes an active verbal or written commitment, particularly if this is done in public, the chances of compliance shoot up dramatically. "The magic of written goals", for example, derives its power from the principle of consistency.

2. RECIPROCATION

This principle, simply stated, is: We should try to repay, in kind, what another person has provided us. We are obligated to the future repayment of favors, gifts, invitations, and the like. In fact, note that "much obliged" has become a synonym for "thank you." Studies show that even disliked or unwelcome others can trigger a feeling of indebtedness by doing an uninvited favor.

Persuasive Actions

Hopefully, you do not fall in the disliked or unwelcome category. However, you can definitely enhance your power of persuasion by going out of your way to do thoughtful and helpful things for others.

Don't mistake my message. Don't do nice things JUST for what you can get in return. That attitude will show. You might gain immediate compliance, but you won't gain any true friends and colleagues.

Instead, I'm advocating a genuine, heartfelt habit of looking for ways to help others experience the things that are important to them. It will come back to you, many times over. It's like the Biblical principle of sowing and reaping; help others, and when you need help, they'll be more likely to help you. That's a good way to live.

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