O'Reilly logo

The Science of Influence: How to Get Anyone to Say "Yes" in 8 Minutes or Less!, Second Edition by Kevin Hogan

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 8. Applying the Laws of Influence

You drive down the street. You have to stop at stop signs, yield to oncoming traffic, and even keep to the speed limit (at least when you see a highway patrolman!).These are all simple laws. Laws created by society for the safety and betterment of the masses aren't necessarily perfect, nor are they absolutes. Laws of society don't always work.

However, universal laws like the law of gravity always work. If you drop 10,000 baseballs off the top of the Sears Tower in Chicago, the balls will all drop to the street below, probably doing major damage. None of the balls will rise up toward the atmosphere as you drop them off the Sears Tower.

These are universal laws that never change. If you try to break a universal law, normally you won't get a second chance to make things right! Legislated laws are different. If you follow them, you will probably live longer and pay fewer traffic tickets.

The laws of influence aren't quite like the laws of society or the laws of the universe. In fact, most people aren't even aware of the laws of influence. They simply tend to act in accordance with the laws at a completely unconscious level. There are major prices to pay when the laws of influence are broken. The problem is that most people aren't aware of the laws in the first place. If people unconsciously follow the rules, they will be happier and communicate well with others. If people don't follow the rules, they will run into lots of problems, experience ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required