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

Chapter 9. The Influential Secret of Oscillation

Oscillation is one of the best-kept secrets in human influence. None of the gurus of persuasion or influence will talk about oscillation (and they may not know what it is).

Very few people who understand belief and behavior oscillation want anyone else to grasp the concept. Oscillating beliefs and values are key in successfully understanding and persuading others.

As you learn about managing oscillation in others, I want you to keep the following core concept in mind: Yes is not a true decision. It is agreement or affirmation to a proposal at a particular instant in time . . . and you had best seize the moment.

Had you asked for a response five minutes earlier or later, you almost certainly would have gotten a different answer, regardless of what the question was!

Remember when you were 16 or 26 and you were in that moment when you probably were going to be intimate with someone else? Your heart pounded. You knew you could get pregnant, or get her pregnant, or get AIDS or syphilis. You had always thought you believed that you would never have unprotected or possibly premarital sex. Perhaps you:

• Thought it was wrong.

• Knew it was against your religion.

• Would never take the risk of acquiring a life-threatening disease.

• Would never take the risk of pregnancy.

• Believed you should wait to have sex until you were married.

• Were waiting for the right person.

Remember? Your beliefs were strong. Firm. Written in stone. You could have preached a sermon ...