How to Influence in any situation

Glossary

Altruism We don’t always do things just for our own benefit; we sometimes act purely for other people.

Because We are influenced when we can understand the reason for a request. “Because …” gives us a reason.

“Black and white” effect We evaluate a thing in the context of the other things around it.

“Black is white” effect We sometimes react against what others try to impose on us. Also called “reactance”.

BLUF Bottom Line Up Front.

“Doing what’s expected” effect We tend to conform to the expectations of the people around us.

“Eight-out-of-ten-cat-owners” principle We are influenced by what other people, like us, do.

Framing Setting the context for what follows.

“I’m-gorgeous-fly-me” principle We are influenced by people whom ...