Psychologist Robert B. Cialdina, after 30 years of research into what makes people comply with requests, identified six human tendencies that can lead to compliance:
- Reciprocation. People more likely will give you something if they get something back.
- Consistency. If people comply with one request, they more likely will comply with others.
- Social validation. People more likely will comply if others are complying.
- Liking. People more likely will comply with requests from people they like.
- Authority. People more likely will comply with requests from people they see as being in authority.
- Scarcity. People more likely will comply with requests when they see what they will receive as scarce.
This week, anytime you write to persuade someone to do something, check Cialdina's list. See if you can use one of his principles to improve your odds of getting things done.
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