Persuasion & Influence - The Science of Communication That Moves Hearts
By learning persuasion techniques based on psychological insights, you can achieve more effective communication in business and relationships.
The Essence of Persuasion and Influence
Persuasion is not about forcibly making others comply. It is the technique of communication that understands the other party's position and leads to a conclusion valuable to both. Social psychology research has revealed that there are certain patterns in the psychological mechanisms that make people say "yes."
By understanding these principles, more natural and effective communication becomes possible in sales, presentations, and daily relationships. What's important is using this knowledge not to manipulate others but for better consensus-building.
Why Persuasion Techniques are Necessary
Even with excellent ideas or proposals, they won't be realized if not properly communicated. Persuasion techniques are essential skills for getting others to understand your thoughts and prompting action.
Also, knowing persuasion principles becomes a defensive means to prevent yourself from receiving inappropriate influence. By understanding techniques used in advertising, sales, and negotiation situations, you can make wiser judgments.
Recommended Books
We introduce books for systematically learning about persuasion and influence. These books provide psychological research findings as practical knowledge.
Influence: The Psychology of Persuasion (Third Edition)
This book explains why people comply with certain requests from six psychological principles. By understanding the laws of influence - reciprocity, commitment and consistency, social proof, liking, authority, and scarcity - you can protect yourself from unnecessary persuasion while gaining the ability to communicate effectively. You can acquire practical social psychology knowledge useful in all situations of business, negotiation, and daily life.
- People act according to the principle of reciprocity, wanting to return favors when received
- The principle of consistency, wanting to stick with what was once decided, influences judgment
- Social proof, referring to others' behavior, works especially strongly in uncertain situations
- The psychology of feeling that scarce things are more valuable affects decision-making
![影響力の武器[第三版]: なぜ、人は動かされるのか](https://m.media-amazon.com/images/I/61Xx5kublHL._SL1000_.jpg)
影響力の武器[第三版]: なぜ、人は動かされるのか
ロバート・B・チャルディーニ, 社会行動研究会 / 誠信書房; 第三版 / 2014-07-10
「ふとした隙につけこまれ、あれよあれよという間に欲しくもない...
PRE-SUASION: A Revolutionary Way to Influence and Persuade
This book reveals that the success or failure of persuasion is determined in the moments before getting to the main topic. Where you direct the other person's attention greatly changes subsequent judgments and actions. You can learn the seventh principle of persuasion that the author of Influence reached after 33 years of research.
- Persuasion success is determined by preparation before the main topic
- People tend to judge what they are paying attention to as important
- Activating appropriate associations in advance changes the other person's response
- Timing and context design greatly influence persuasive power
PRE-SUASION :影響力と説得のための革命的瞬間
ロバート・チャルディーニ, 安藤 清志, 曽根 寛樹 / 誠信書房 / 2017-12-10
説得前のプリ・スエージョン(下準備)こそが成否の鍵だった。 ...
How to Win Friends and Influence People
This book is a classic masterpiece explaining the fundamental principles of human relations with real examples. The principles of avoiding criticism, giving others a feeling of importance, and seeing things from their perspective remain timeless even after more than 80 years. The reason it has been read by over 15 million people worldwide lies in its universal understanding of human nature.
- Criticism and condemnation only make others defensive and don't change their behavior
- Everyone has a desire to feel important
- Seeing things from the other person's perspective is the first step to building trust
- Remembering and using someone's name is the greatest expression of respect
The Way of Communication is 90%
This book specifically demonstrates how results can vary greatly depending on how you convey the same content. It systematizes techniques for changing 'no' to 'yes' and methods for creating words that move hearts, explaining them in a way anyone can practice. Practical techniques based on the author's experience as a copywriter dramatically improve everyday communication.
- There are techniques for communication that anyone can learn and acquire
- Choosing words that consider the other person's benefits is the key to eliciting yes
- Words that move hearts have common patterns such as surprise and repetition
- Knowing the formula for creating strong words produces memorable messages
Summary
Persuasion and influence techniques are practical skills based on understanding human psychology. This knowledge is useful not only for business success but also for building better relationships. It's important to learn methodologies with scientific backing and apply them to sincere communication.