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7个值得警觉的“劝说策略” – 译学馆
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7个值得警觉的“劝说策略”

7 Persuasion Tactics to Be Aware of

说服别人同意没什么神奇的
There’s nothing magical about convincing people to say yes.
顶级心理学家知道 说服别人做我们想做的事
The top psychologists know that we don’t need to cast a spell
并不需要什么咒语或催眠
or hypnotize people to persuade them to do what we want.
我们所需的是对心理学的扎实理解
All we need is a solid understanding of psychology.
那么科学是如何解释说服的艺术呢
So what does science say about the arts of persuasion?
我们要如何利用人脑知识
How can we use our knowledge of the human brain
让别人点头呢
to get people to say yes?
我们提出了7种可能奏效的小窍门
We’ve come up with 7 tricks that might just work.
了解你的听众
Know your audience.
这应该是你的第一步
This should be your first step.
在你试图说服别人前
Before you even try to persuade someone,
你需要了解这个人的内心
you need to understand who that person is on the inside.
你需要知道他们的动机
You need to know what makes them tick.
有一项调查大牌广告使用技巧的研究
One study examined different advertising techniques used by big brands.
研究人员发现
They found that
某类广告更能说服不同人群
certain ads were more persuasive for different kinds of people.
例如和内向的人相比
For example, extroverts responded differently to certain ads,
外向的人对某些广告的反应不同
which appealed to their open-mindedness
这些广告吸引着他们的开放性
when compared to introverts.
根据要说服对象的个人独特性
Changing your persuasion tactics
改变你的说服策略
based on the unique aspects of the person you’re trying to persuade
这被称为心理定位
is called “Psychological Targeting”
这种方法相当有效
and it’s extremely effective.
帮助别人
Do favors for people.
最著名的说服技巧之一
One of the best known persuasion techniques
就是所谓的互惠性偏见
revolves around something called the “Reciprocity Bias”.
许多不同的研究都对此进行了分析
This has been analyzed in many different studies.
归根结底很简单
Basically, what it boils down to is simple.
人们更有可能帮助你
People are more likely to do favors for you
如果你帮助过他们
if you’ve already done a favor for them in the past.
如果你想说服别人做一些事
If you want to persuade someone to do something,
那么你可能想在开口前帮助他们
then you might want to help them out before you ask.
这种方法最棒的在于
The best part about this is
你不需要解释你在做什么
you don’t need to actually explain what you’re doing.
也没必要跟他解释
There’s no need to approach the person
“你帮过我 我也会帮你”
and slyly state “you scratch my back, I’ll scratch yours”.
互惠性偏见会影响一个人的潜意识水平
Reciprocity bias influences a person on a subconscious level
而他们甚至没有意识到
without them even realizing it.
告诉他们“其他人都在这么做”
Tell them “Everyone else is doing it”.
让人惊讶的是
It’s amazing
如果这是一种潮流 那么大家都愿意这么做
how people will do just anything if it’s seen as trendy.
这被称为社会证明
This is called Social Proof
在如今的心理学中 这是一个有充分证据的现象
and it’s a well-documented phenomenon in psychology today.
幸运的是 对你来说
Fortunately for you,
这也是一个用来说服别人的好工具
it’s also a great tool to use in the art of persuasion.
如果你难以让别人点头同意
If you’re having trouble getting someone to say yes,
那么你可以指出
then you might consider pointing out
其他所有已经投身其中的人
all the other people who have made the plunge.
如果有足够多的人在做这件事
If enough people are doing it,
人们更有可能同意
people are much more likely to say yes.
将其描述成一次难得的机会
Make it sound like a rare opportunity.
你可能听过很多
You’ve probably heard plenty of ads
依靠这种说服技巧的广告
which rely on this persuasion technique.
我们曾无数次听到过推销员叫我们要赶快行动
How many times have we heard a salesman tell us to act quickly
产品很快便会销售一空
and that soon all the products will be gone.
这种循环出现事物的技巧被称为
This technique revolves around something called the
“稀缺原则”
“Scarcity Principle”,
也是一个证据充分的心理学现象
which is another well-documented psychological phenomenon.
如果人们觉得他们需要的东西供不应求的话
People are much more likely to act
他们就更有可能采取行动
if they feel like whatever they have to gain is in short supply.
在多数情况下
Whatever is rare
任何稀有的东西都会自动被人脑视为
is automatically seen as valuable in the human brain,
有价值的东西
for the most part.
所以你想说服别人同意
So if you’re trying to convince someone to say yes,
为什么不利用这一点
why not use that to your advantage.
告诉他们机会是多么难得
Tell them how rare of an opportunity it is
如果不行动 他们会有多么后悔
and how they might miss out if they don’t act.
慢慢来
Give it time.
有时候耐心是最好的策略
Sometimes patience is the best tactic.
对说服别人而言 这绝对是真的
This is definitely true when it comes to persuasion.
为什么
Why?
这一切都与事后效应有关
It all has to do with something called a ‘Sleeper Effect’.
事实上 这指的是
Basically, this refers to the fact
随着时间的推移 人们更容易被
that people are more easily persuaded by a non-credible source
不可信的来源说服
the more time goes by.
尽管一开始
Even though
有人可能对你的说服技巧不屑一顾
someone might dismiss your persuasion techniques at first,
但随着时间的推移他们可能会变得温和
they might soften up over time.
不断重复你的论点
Keep on repeating your arguments
事后效应可能会让你更容易
and the sleeper effect might make it easier for you
说服他们
to persuade them.
带点情绪
Make it emotional.
说服的艺术博大精深
When it comes to the art of persuasion, this is huge!
一个简单的事实是
The simple fact is that emotions
情绪在论辩中比实际情况更有分量
will carry more weight in an argument than actual facts.
虽然这不是最合理的行为
While this might not be the most logical behavior,
但人脑就是这样的
it’s just how the human brain works.
研究表明 当争论依赖于情感暗示时
Studies have shown that arguments are more effective
效果会更好
when they rely on emotional undertones.
不仅如此
Not only that,
对这些论点与当前的情绪状态相匹配时
but they’re even more effective when the arguments are crafted
它们甚至会更有效
to match the targets current emotional state.
例如 利用别人的兴奋点
For example, playing off someone’s excitement
是说服他们做你想做的事情的最好方法
is a great way to persuade them into doing what you want.
一直保持幽默感
Always keep a sense of humor.
如果你真的想说服别人
If you really want to persuade people,
那么你绝对应该保持良好的幽默感
then you should definitely maintain a great sense of humor.
一项研究甚至发现
One study even found that
谦逊的幽默在说服别人时非常有效
self-effacing humor was very effective in persuasion.
扫个盲
For those who don’t know,
谦虚主要指胆小或害羞
self-effacing is basically being timid or shy.
在说服别人时
When persuading people,
很容易看起来有些咄咄逼人
it’s easy to seem a little confrontational.
但在说服别人时
But if you don’t take yourself too seriously
如果你别太把自己当回事
when trying to persuade others,
肯定对你有好处
it can definitely work to your advantage.
你甚至可以考虑拿自己开刷
You might even consider making fun of yourself.
最后 我想感谢观看和支持我们节目的
Lastly, we want to say thank you to everyone
每一位观众
for watching and supporting our videos.
如果没有你们 我们就不会做出这些视频
If it wasn’t for you guys, we would not be where we are.
我们希望激励他人
We hope to inspire other people
把我们的内容用于善而非恶
to use our content good and not evil.
真诚的
Yours truly.
作为特别感谢
Also as a special thanks,
我们想免费赠送我们栏目的数字杂志
we want to give away a free copy of our Psych2Go digital magazine.
详情查看我们的视频窗
The details are in our video box.

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视频来源

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