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Two psychological reception, allowing to reach agreement in response to any request
Bashny.Net
Two psychological Reception, which will be discussed, many times tested in practice. Both of them allow to obtain the desired roundabout way and to minimize the risk of failure to respond to almost any request.
1. If you want to ask you a favor serious, then there is suitable tactic known as "foot in the door." This is the name she received through traders who walked with their goods from house to house. To prevent the possibility of the owners immediately end the conversation, they put your foot in a half-open door.
The trick is that when you force people to perform a minor request, they are more willing to do for you and more. In one experiment, psychologists phoned housewives with a harmless request to answer a few questions for sociological research. Several days later, the women called back. This time they were asked to take in their homes group of several social scientists, give them about two hours and show the contents of their closets and kitchen cabinets. The other, a control group of housewives phoned only once - with the second request. As a result, women who have previously agreed to a short interview, much more frequently admitted to his house of strangers.
The researchers emphasize that the effectiveness of the tactics of "foot in the door" is very important that existed between requests time period, so that each subsequent request was seen as a new act of communication. If several requests follow one another with short breaks, the person begins to involuntarily yield to the petitioner.
This reception is used not only sales representatives or people involved in collecting donations. Sometimes it uses and the state - in the framework of health care companies, for example. People who agree to sign a petition against drunk driving, then often called a taxi when they had to drink outside the home.
2. However, if you hope to get from the other person a little favor, the strategy changed to the opposite. Here it is necessary to act on the so-called principle of "lesser evil": you refer to a person with a request that he certainly does not fulfill, and when he refused, asking about what would originally. In most cases, after the failure of a large request, people settle for more modest favor.
Acceptance of the "lesser evil" is different from the above "foot in the door" More and time intervals between requests. In one study, conducted in the restaurants, the waiters asked to offer visitors expensive dessert. Having been refused, the waiter immediately offered coffee. It turned out that both the tactics of "foot in the door," it is important to make a pause between requests, so the tactics for the "lesser evil" is important to act without delay.
Most attendees agreed on the coffee immediately after abandoned dessert. However, if the waiter after the first "no" waited a couple of minutes, the second time refused to answer a lot more people.
via factroom.ru
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