Learn more about psychology with this collection
Effective communication
Persuasion techniques
Closing a sale
Scarcity
The thought of losing something motivates us more than the idea of gaining something of similar value.
We believe that things that are difficult to own are usually better than things that are easy to hold.
i.e. The passion of an indifferent lover surges when a rival comes in.
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2.35K reads
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Liking
What causes liking?
- Physical attractiveness – positive characteristic of a person dominates how others view that person
- Similarity – We like people who are like us
- Compliments – We are phenomenal suckers of flattery
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Weapons of influence
Fixed action patterns
Such patterns reduce brain strain by allowing us to act without thinking in every situation.
This can also be used for duping us.
- Reciprocation
- Commitment and consistency
- Social proof
- Liking
- Authority
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Reciprocation
We try to repay in kind, what another person has provided us.
Creating an uninvited debt.
i.e. Most people find it difficult to leave without buying anything after trying a free sample.
Reciprocal concession
i.e. First make a request that ...
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2.91K reads
Social proof
The more the number of people doing it, the more we believe that the behavior is correct.
- Canned laughter
- Tip jars
To prevent falling for this you should recognize when the social proof is deliberately faked.
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2.47K reads
Commitment and consistency
Once we have made up our minds, we don’t have to think about it again.
We are more consistent in our commitment if we believe that we did it for our purpose rather than external pressure.
Ask yourself, “Would I make the same choice again?”
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2.59K reads
Authority
We obey authorities mindlessly in a lot of cases:
- Titles
- Clothes and other outward appearances
Ask yourself, “is this authority truly an expert?”
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2.39K reads
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Drive 6: Scarcity and Impatience
It motivates us because we are either unable to have something immediately, or because there is great difficulty in obtaining it.
- We chase that which moves away from us
- We want what we cannot have
- We only place value on things that are difficult to obtain
SCARCITY
- Research shows that humans respond MORE to “fear of loss” than “gaining something“.
- Companies will use “limited time offers” to make it appear products are in a short supply to increase buying frequency.
- The next time you’re sh...
Types of Interpersonal Conflict
- Policy Conflicts: disagreements about how to deal with a situation that affects both parties.
- Value Conflicts: they are typically pretty difficult to resolve because they are more ingrained.
- Ego Conflicts: losing an argument, or being thought of as wrong...
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