People repay your favors to them. If you do someone a favor, they feel obliged to repay the favor in some way. People feel a strong obligation to repay favors, gifts, invitations and the like....
When someone takes a stand on something or goes on record in favor of a position, they want to stick to it. When someone makes a choice actively – a choice that’s spoken out loud or written down...
People follow the lead of others they respect. They rely heavily on others around them for cues on how to think, feel and act. Experiments have confirmed this intuitive characteristic.Professor...
Highlight potential loss and exclusive information Psychological research repeatedly shows that people put the most value on the things they can’t get. They value things and opportunities that...
In business persuasion, most people think when you use logic, persistence and personal enthusiasm, others will buy into your good idea. Wrong. Wrong. Wrong! This simple approach doesn’t work....
Some fascinating psychology: most people believe they make decisions logically and rationally, but in reality their emotions influence how they react in business. People’s decisions are largely...
Your willpower - some fascinating psychological light is thrown on a universal topic. You may be able to use some of insights directly in your own personal life and career. Psychological research...
Metaphor: "If we don't change course now, we'll hit the rocks!" Communication has two main components: the rational and the emotional. Managers mostly communicate in rational mode – about hard...
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