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Reciprocity

Reciprocity is one of the most powerful persuasion principles. Simply put, creating an obligation to give back in the other person will make them more persuadable. And it can be used, in the right way, to give something small and obtain something disproportionate in return.

Return Timing of Favors

The return timing of a favor is important to take into account in terms of reciprocity, because it defines how much someone else values a favor or gift from you with time. Underlying Psychology/Biases This is a type of memory editing bias. With time, we start to forget about elements of certain people, or like them […]

Personal Touch

Using a personal touch persuades by showing the person you put more effort into something than you should have. In a way, it’s the opposite of the low-touch, cold approach of being abundant, but it works as long as the person doesn’t convey neediness. Underlying Psychology/Biases Sub-Techniques Using the presence or absence of a name (a […]

Giving

Giving is one of the most powerful principles to trigger reciprocity in the other person. Depending on the accelerators used, someone can give something small and obtain something much more valuable in return. Underlying Psychology/Biases Giving works by triggering reciprocity, and creating an obligation to give in the other person. Sub-Techniques There are five key accelerators […]

Mirroring

Mirroring simply consists of adapting yourself to be similar to the other person in some way. There are multiple methods and formats for this. Underlying Psychology/Biases Mirroring works because, as you adopt the same words or moods as the other person, they will identify with you more. The more that they consider you some like them, the […]

The D.i.S.C. Personality Types

The D.i.S.C. framework defends that there are four different personality types. These types are a combination of two axes: Logical versus Emotional; Fast-paced versus Slow-paced; These combinations result in four distinct types (the names are not the original ones, to facilitate understanding): The Dominant (logical and fast-paced); The Passionate (emotional and fast-paced); The Nurturer (emotional and slow-paced); The Analyst (logical and slow-paced); Each type […]

Empathy

Empathy is merely the process of understanding what the other side is thinking or feeling. In terms of persuasion, it can be used to make the other side feel understood and disarm them due to this. Empathy is a great technique to use, in specific, when the other side is emotional – when they have high amygdala activation (when […]

Exposure/Familiarity

Exposure and familiarity work to persuade because, the more someone is used to you/your value proposition, the more easy they are to persuade. There are usually two types of exposure, and both work: Wide exposure. Someone knowing about you or your value proposition for a long time, as time goes by; Deep exposure. Short, intense experiences, […]

Presence

In the specific context of communication and persuasion, this wiki defines presence as your personal intensity and force. Someone that has presence, or gravitas, is someone who is a force, who is felt by others, who is taken seriously. Underlying Psychology/Biases Presence persuades because people cannot ignore presence. Someone who is more intense communicates higher value and is harder […]

Interaction

The Interaction stage of the Ultimate Persuasion Psychology framework is the stage when you persuade person-to-person, using your “people skills” and actual personality. Interaction Module The Interaction module in specific consists of three families of techniques, focused on persuading person-to-person: Personal Cues Persuading using your personality and contact with the other side; Techniques: presence, exposure and familiarity; Empathy […]