Article
The Science of Yes
How do you get people to do what you want? Persuasion is not manipulation; it is alignment. It is showing someone that helping you helps them.
Ethos, Pathos, Logos Aristotle's triangle. Ethos: Credibility (Trust me, I'm a doctor). Pathos: Emotion (Help the suffering children). Logos: Logic (It saves 50% money). You need all three to win.
Reciprocity Give to receive. If you buy someone a coffee, they feel indebted to you. This is a powerful psychological lever in negotiation.
Social Proof "Everyone else is doing it." People are herd animals. We follow the crowd. Use testimonials and statistics to prove the crowd is with you.
