People have strong defenses against what they consider to be manipulation. Because the secret of manipulation is to the people, nothing was noticed and nothing guessed.
The 1. The rule of mutual exchange
the Explanation: the manipulator offers you a “gift”, then offers to buy something or to commit a specific act. Auto response forces you to accept his offer, even if your cost is obviously inadequate to his gift.
Example: Krishnas on the street will not directly ask for donations – they at first give you a flower or a book (completely unnecessary), and then say that in return you can thank them by making a donation.
The 2. Agreement to the assignment
manipulation Method: manipulator puts forward clearly excessive claim, and then “consents to assignment”, with his goal – just the second requirement. You feel the need to accept (rules based on mutual exchange), as you did the service and gave.
Example: in expensive boutiques initially set inflated prices and later announces discounts.
The 3. Commitment and consistency
the Explanation: you encourage to do an act, a logical continuation of which will be the next thing, desirable for the manipulator.
Example filling in the questionnaire “I would have bought this product at a certain price,” test drive the car implies its subsequent purchase, issuance of badges before the election, “I vote for Ivanov,” etc.
The 4. The principle of public confirmation
the Explanation: According to this principle, error-free, we consider the behavior, which often show other people in a similar situation.
Example: the phrase in the advertisement: “millions of people have already tried product X”, “hundreds of reviews on our web site” etc.
The 5. Favor
the Explanation: we most willingly agree to comply with the requirements of those whom we know or who we like.
Example: the seller some unnecessary stuff says: “Your friend Ivanov, recommended that I contact You”. In advertising specifically shows only beautiful and famous people.
the Explanation: in man in the process of learning to create the habits of obedience to authority, the habit is considered to be very persistent, and completely unconscious.
Example: Dr. house is touting a cure or something to do with medicine. Although the actor is not versed in medicine, many will be stupid to follow his authoritative advice.
The 7. The principle drawback
the Explanation: something that is considered rare or inaccessible, has in our eyes the value, the more than this is scarce. People are also more inclined to avoid the loss of already existing, than to buy new.
Example: “who will pay for training up to 12 hours will receive a discount of 25%”, the number of new iphone 5 is limited – it is permissible to raise the cost by 2-3 times.