The Negotiator Magazine

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Persuasive Actions

If you want the ear of someone, a shortcut is to have someone they like refer you to them. It's unlikely that they will turn you away; it would almost be like rejecting the friend.

The most important application of this principle is... be likable! Make a practice of finding things in common with the people you meet and with whom you relate. Keep your word. Smile.

The people who are liked the most are those who make others feel good about themselves. Show genuine interest in each person by asking good questions that allow them to share things about themselves. Listen and show that you understand. Find genuine ways to compliment and encourage. Make a habit of looking for the good in people and focusing on that. Become a person who is easy to like and your influence will grow exponentially.


G.K. Chesterton said, "The way to love anything is to realize that it might be lost."

He was referring to the scarcity principle - the fact that opportunities seem more valuable to us when their availability is limited. The "deadline tactic" is often used to employ this scarcity principle in persuasion. Why do you think the "limited time offer" is so common in advertising? Because it works, of course. The seller indicates that a decision must be made now or within a short period of time, or the price will go up or the opportunity will no longer be available.

The scarcity principle also works in calculating the value of an item. If it is rare or becoming rare, it is more valuable.

As we lose opportunities, we perceive that we are losing freedoms, and we hate that. Research shows that when this happens, we desire the goods and services associated with our free choice more than before.

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