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The Psychology of Persuasion by Robert Cialdini in 238 Words

Reciprocity

We are more likely to be persuaded to do something when it involves repaying an obligation. Example of giving a mint to customers in a restaurant

Scarcity

Point out the benefits - tell them what's unique about what you are offering - show them what they stand to lose by not taking up the offer

Authority

Signal to others what makes you a credible, knowledgable authority before you attempt to influence them. Get someone to praise you. That someone can even be related to your business (e.g. receptionist who refers to your expertise) or likely to benefit from it.

Consistency

Once someone is persuaded to make small voluntary,active, public contributions towards something, it is easier to then get them to do something bigger towards that goal, which they do to be consistent with their own model of themselves.

Liking

We prefer to say yes to people who are similar to us, who pay us compliments, and who cooperate with us. Do these before negotiating or talking about business.

Consensus

We do what others do when we are told what they do.

Examples:

  • 75% of our guests reuse their towels, please do so as well.
  • 75% of our customers order again within a month. Please use this code when you reorder….

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Business For Britain Is Concerned With Business For Britain

This report in the New York Times today


LONDON — Is British business fretting about the risks of the country drifting out of the European Union? Or does it crave a looser relationship with Continental allies, one free from meddlesome regulation?
The answer to that question remained unclear Monday after a newly formed group of business leaders argued for a renegotiation of Britain’s membership terms — echoing the policy of Prime Minister David Cameron, who in January promised voters a referendum on whether the country would remain in the Union.
The new group, called Business for Britain, is intended to counter the intervention of pro-E.U. business leaders who have warned of the dangers of Britain slipping out of the 27-nation bloc and its single market of 500 million people. A statement released Monday to announce the group’s formation was signed by about 500 executives.
I think this opinion in the New York Times article is interesting:

Never much attracted to the idea of European unity,…