Can humor make you a better negotiator?
eve J. Martin, author of Yes!: 50 Scientifically Proven Ways to Be Persuasive, reviews a study showing it can: In one study, businesspeople were asked to negotiate on a specific and complex contract via email. Half the group were paired up and simply asked to get down to business. The other half were paired up and one side was given a funny (and inoffensive) cartoon about negotiation. That person was instructed to send the cartoon to the person they were…
2 minutes
What’s a good trick for outsmarting liars?
king them unexpected questions dramatically raises the chance you'll be able to detect their lies: We hypothesised that the responses of pairs of liars would correspond less with each other than would responses of pairs of truth tellers, but only when the responses are given to unanticipated questions. Liars and truth tellers were interviewed individually about having had lunch together in a restaurant. The interviewer asked typical opening questions which we expected the liars to anticipate, followed by questions about…
1 min read
How you can deal with angry people without losing your cool:
ll yourself they are having a bad day and that it's not about you. Via US News: Telling yourself that an angry person is just having a bad day and that it's not about you can help take the sting out of their ire, a new study suggests. This strategy of finding another way to regard an angry person is an approach commonly suggested in cognitive behavioral therapy. For example, you can tell yourself that the angry person has just…
1 min read
What’s an easy way to feel more powerful?
wer your voice: Voice pitch may not only influence the listeners but also the speakers themselves. Based on the theories of embodied cognition and previous research on power, we tested whether lowering their pitch leads people to feel more powerful and think more abstractly. In three experiments, participants received instructions to read a text out loud with either a lower or a higher voice than usual. Subsequently, feelings of power (Experiments 1 and 2) and abstract thinking (Experiment 3) were…
1 min read
How can you learn to be more charismatic?
er at the excellent BPS Research Digest there's a great review of research on charisma. Is it something that can be learned? Yes: Managers who underwent training saw their charisma ratings significantly grow, relative to those who didn't. What are the techniques that make someone more charismatic? Framing through metaphor. Stories and anecdotes. Demonstrating moral conviction. Sharing the sentiments of the collective. Setting high expectations. Communicating confidence. Using rhetorical devices such as contrasts, lists, and rhetorical questions together with non-verbal tactics such as body gesture, facial expression,…
1 min read
Is offering candy to dieters a great way to sell them a car?
lf-control is a limited resource. When we use it to resist temptation we have less left to defend against persuasive appeals: Four studies investigated a self-control theory of resistance to persuasion. This theory asserts that resistance to persuasion requires and consumes self-control resources. Study 1 showed that resistance to a persuasive message reduced the ability to engage in a subsequent self-control task. Studies 2 and 3 showed that self-control depletion leads to increased persuasion. Study 4 showed that self-control depletion…
1 min read
Is mimicry the key to sales?
om Harvard Business Review: Retail salespeople who subtly mimic customers' speech and behavior are more successful at selling... 78.8% bought such a product from mimickers, compared with 61.8% from nonmimickers. Afterward, customers who had been mimicked were more positive about the salespeople and the store. Join over 190,000 readers. Get a free weekly update via email here. Related posts: How To Stop Being Lazy And Get More Done – 5 Expert Tips How To Get People To Like You: 7 Ways From An FBI Behavior Expert New…
1 min read
Should you be as nice as humanly possible to your doctor?
ctors take pain more seriously when they like the patient: This study examined the influence of patients’ likability on pain estimations made by observers. Patients’ likability was manipulated by means of an evaluative conditioning procedure: pictures of patients were combined with either positive, neutral, or negative personal traits. Next, videos of the patients were presented to 40 observers who rated the pain. Patients were expressing no, mild-, or high-intensity pain. Results indicated lower pain estimations as well as lower perceptual…
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