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{{a| | {{a|psychology|<youtube>G0ZZJXw4MTA</youtube><br>Sir Humphrey demonstrates the power of commitment to Bernard, yesterday<br>}}Documented in {{author|Robert Cialdini}}’s seminal book on [[persuasion]] techniques, {{br|Influence: The Psychology of Persuasion}}, one of the six is commitment. Lead your counterpart up the garden path with a series of leading questions, at the end of which, like poor old Bernard, he has no choice but to give you the answer you want — unless he wants to flat-out contradict himself, or mount a sophisticated, complicated and quite confrontational reverse-ferret. | ||
===In a nutshell=== | ===In a nutshell=== | ||
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On the other, if you want to achieve an outcome — and let’s face it, friends, all but the most [[passive aggressive]] of us generally ''do'' — and you have the choice between doing this the easy way or the hard way, wouldn’t you take the easy way? | On the other, if you want to achieve an outcome — and let’s face it, friends, all but the most [[passive aggressive]] of us generally ''do'' — and you have the choice between doing this the easy way or the hard way, wouldn’t you take the easy way? | ||
And bear in mind it is a competitive market. If you don’t, someone else will. And guess who will get the deal. | |||
That is to say, it may be ''logical'' to present matters in a dry, dispassionate and infinitely particularised way, but it isn’t, as Rory Sutherland would say, ''psycho''-logical. | |||
{{sa}} | {{sa}} | ||
*{{br|Influence: The Psychology of Persuasion}} | *{{br|Influence: The Psychology of Persuasion}} | ||
*{{br|Alchemy: The Surprising Power of Ideas that Don’t Make Sense}} | *{{br|Alchemy: The Surprising Power of Ideas that Don’t Make Sense}} | ||