Skip to main content

How being liked can be exploited to get a better deal



The book influence by Robert B. Cialdini, PH.D. has become an international bestseller. This book on persuasion explains why people say ‘yes’ and how to apply this knowledge. He discusses six common principles which he also calls mental short cuts as we rely on mental short cuts every time we are faced with a decision. He explains how to use these principles, how to become a skilled persuader and how to defend yourself from them.

In this post we will discuss the fifth principle – Liking

It is no surprise that we like to buy from people we like and that are similar to us. 
This is highly exploited in the market and influences us to buy more than what we initially wanted. Cialdini uses the Tupperware party to illustrate the exploitation of the principle of liking.
Tupperware uses all the weapons of influence such as reciprocity, you either win a price or get a gift which makes you feel obliged to purchase something. 
Commitment, each party participant is asked to tell the others publicly for what they use the Tupperware and what the benefits are; they show their commitment to the product.
Social proof, there is that peer pressure, if people buy it then it must be good, and I should buy some too.  
Cialdini says that the real power of influence here lies in the principle of liking. The parties are arranged by people who invite all their friends. The request to buy the product is now coming from a friend and so you would feel bad leaving without having bought a thing. After your friend has invited you to their house; there were drinks and snacks too, so you feel the need to buy something.

This is a great example where all the strategies of influence play nicely together and if you have been to one of those parties you have probably bought something because you felt obliged not because you needed it.
In a negotiation it is important to build rapport and even try to find some similarities between you and the other party. You don’t need to become best friends, they just need to like you and want to make a deal with you.


www.octalonegotiation.com

#influencing #negpotiationskills #negotiation #negotiationtraining

Comments

Post a Comment

Popular posts from this blog

What is Black Friday and why it is not worth it if you are a great negotiator.

All last week was hyped up by ‘Black Friday’ Sales. But what is it and why do we have it in Australia and is it worth it? Black Friday originates from the US and is the Friday after Thanksgiving which is the fourth Friday in November. Thanksgiving is a public holiday in the US. In the 1950s people used the Friday as a sick day and went shopping to get a head start in their Christmas shopping. Eventually in the 1960s this day turned into another paid leave day or shall we say into a paid ‘shopping day’. It has become a made-up event to drive consumerism. Many believe the term ‘Black Friday’ is used for profit making; black numbers in the ledger books; but that is not entirely correct. While this is the meaning today it meant something totally different in the 50s and 60s.  According to Bonnie Taylor Blake, a researcher at the University of North California, the term originated in Philadelphia by the Philadelphia police as they saw the day as a terrible day. The city was...
2 comments
Read more

The anchoring effect when setting your price

In my recent post I spoke about why in a negotiation you should put your price on the table first. It is all about setting an expectation or an anchor. Once the anchor is set, the negotiation will revolve around the anchor point. Most of the time we already store an anchor of certain products in our head. You expect to pay $4.00 for a Sushi roll for lunch, or $3.50 for a regular size coffee from the coffee shop next to your office. But what happens with products that we don’t buy very often, and we are less familiar with? A few weeks ago, our washing machine blew up. During the spin cycle smoke came out of the back of the washing machine which was the end of it. The last time I bought a washing machine was probably 7 or 8 years ago, so I had no idea how much a front loader from a particular brand would cost now. What most of us do, and I did it too, is consult the internet and look at the next best website that sells washing machines. The first price we see for that prod...
1 comment
Read more

Negotiation strategies to lower interest rates on your home loan

Do you really get the best interest rate from your bank? Have you thought about how you could negotiate your interest rate down? When interest rates go down the banks give you something to keep you happy, so you won’t ask for more.  But could you get more? Why not try. Review your interest rates and speak to your bank to get a better rate. Don’t let them shut you down with the excuse that they have already reduced the rates. The reality is that there is more room to move because if they can give away something without you asking then they can probably give you more. Do your research Research what the competitors are offering. Use comparison websites and then call the bank to make sure that you would get this rate. Find out what the rate for new customers is Banks often offer great promotions to lure in new clients which existing clients don’t get. This is something that I find annoying, why don’t they reward loyalty instead. Set yourself a target rate Set you...
1 comment
Read more