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7 Cards in this Set
- Front
- Back
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What are the six principles that are at the heart of all persuasion, according to Robert Cialdini and Steve Martin?
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reciprocity
scarcity authority consistency liking consensus |
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Give an example of reciprocity in action.
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When a waiter brings a gift with the bill, the tips increase significantly. When the waiter spontaneously offers another mint, 'Just for you people', the tip increases even further. So, make your attention caring and individualized.
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Give an example of scarcity in action.
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Concorde
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Give an example of authority in action.
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Get somebody else to say 'you're excellent' - it improves your credibility.
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Give an example of consistency in action.
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'Drive safely' signs:
1) straight to lawn 2) window first, then lawn |
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Give an example of liking in action.
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Establish common ground before heading out.
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Give an example of consensus in action.
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Hotel towel cleaning:
1) save the environment 2) 75% of our guests 3) 75% of the people staying in this room |
