When making a decision it would be nice to think that people consider all the available information in order to guide their thinking but the reality is very often different, in the increasingly overloaded lives we lead, more than ever, we need shortcuts or rules of thumb to guide our decision-making.
According to the some sources and researches I would be able to find six of these shortcuts.
- Reciprocity
People are obliged to give back to others the form of behavior, gift or service that they have received first.
- Scarcity
People want more of those things they can have less of. If they choose your products and services you will also need to point out what is unique about your proposition and what they stand to lose if they fail to consider your proposal.
- Authority
The idea that people follow the credible, knowledgeable experts. It is important to signal others, what makes you credible, knowledgeable authority before you make your influence attempt.
- Consistency
Consistency is activated by looking for and asking for small initial commitment that can be made. The detective for influence looks for voluntary, active and public commitments.
- Liking
Influencing someone tells us that we like people who like similar to us, we like people who pay us compliments, and we like people who cooperate with us toward mutual goals.
- Consensus
People will look to the actions and behaviors of other to determine their own.
Understanding these shortcuts and employing them in ethical manner, can significantly increase the chances that someone will be persuaded by your request.
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