Read Online Methods of Persuasion: How to Use Psychology to Influence Human Behavior by Nick Kolenda - Free Book Online
Authors: Nick Kolenda
Tags: Psychology, Self-Help, Human Behavior, marketing, Influence, consumer behavior, advertising, persuasion
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the hypnosis, and he then became more confident and assured in my ability to hypnotize him. As a result of his heightened expectations, I was able to guide him into a deep state of hypnosis, and after 10 minutes of giving him a few helpful suggestions toward his smoking habit, I guided him out of hypnosis, and he’s been smoke-free to this day.
From that moment, I started conveying the same expectations for everyone else that I hypnotize, even to this day. If I’m hypnotizing someone that I just met, after 5 to 10 minutes of speaking with him, I smile and say, “It’s funny. You seem like a very hypnotizable person. You seem like someone who could easily go into a deep state of hypnosis. That’s a great quality to have.” Because many people have doubts about their ability to be hypnotized (often because of how it’s portrayed on stage), that statement removes any mental defenses that the person may possess, and it reinforces their expectations that they will be hypnotized. In turn, that makes it easier for me to guide them into a deep state of hypnosis.
Although I learned hypnosis mainly by studying the academic research on the subject, I recommend seeking proper training if you’re interested in learning it. Hypnotherapy training is offered throughout the country and probably near your location. Hypnosis is a fantastic skill to possess, but because it can be very powerful, you should seek proper training if you’re interested in learning it.
REAL WORLD APPLICATION: THE FAMILY VACATION (PART 1)
At the end of each step in METHODS, I’ll present a “Real World Application” to demonstrate how you can begin implementing that step into daily scenarios. In this first application, you want your family to take a vacation in a few months, but you expect to encounter some resistance from your budget-concerned husband. You know that your family has enough money saved, so you decide to implement a few tactics to make him more open-minded.
Considering your seven-year-old daughter, Mackenzie, you decide that a small trip to Disneyland would not only give her a great memory, but it would also be an affordable vacation compared to a worldwide alternative. In order to make your husband more open to that idea, you plan to anchor his perception by gathering travel information for two potential vacations: (1) a very expensive vacation around the world, and (2) the trip to Disneyland on which you have your heart set.
You know that your budget-concerned husband would never go for the first option, so you plan to present that decoy to set an absurdly high anchor point. When you present the second vacation option (the trip to Disneyland), a contrast effect will make this vacation seem much smaller because of your husband’s newly anchored perception.
He gets home from work one day, and you put that plan into action. But before you bring up the idea about taking a family vacation, you put the odds further in your favor by mentioning that Mackenzie has been starting to eat vegetables—a food that she’s always disliked. With this conversation involving Mackenzie’s open-mindedness, you hope to activate your husband’s schema for open-mindedness so that he will temporarily develop a more open-minded perception.
As you transition from that conversation into the idea about taking a vacation (e.g., “Speaking of Mackenzie . . .”), you present the very expensive vacation option, which he immediately rejects, as expected. But with his perception attached to that high anchor point, you then present the second option about the trip to Disneyland. With an intense look of contemplation, he mentions that he’s on the fence and that he’ll need time to think about it.
Darn. It wasn’t the response that you wanted, but don’t worry. This book will explain an enormous number of additional persuasion tactics that you can use to crack your husband’s closed-mindedness. We’ll revisit this scenario later, and I’ll explain
From that moment, I started conveying the same expectations for everyone else that I hypnotize, even to this day. If I’m hypnotizing someone that I just met, after 5 to 10 minutes of speaking with him, I smile and say, “It’s funny. You seem like a very hypnotizable person. You seem like someone who could easily go into a deep state of hypnosis. That’s a great quality to have.” Because many people have doubts about their ability to be hypnotized (often because of how it’s portrayed on stage), that statement removes any mental defenses that the person may possess, and it reinforces their expectations that they will be hypnotized. In turn, that makes it easier for me to guide them into a deep state of hypnosis.
Although I learned hypnosis mainly by studying the academic research on the subject, I recommend seeking proper training if you’re interested in learning it. Hypnotherapy training is offered throughout the country and probably near your location. Hypnosis is a fantastic skill to possess, but because it can be very powerful, you should seek proper training if you’re interested in learning it.
REAL WORLD APPLICATION: THE FAMILY VACATION (PART 1)
At the end of each step in METHODS, I’ll present a “Real World Application” to demonstrate how you can begin implementing that step into daily scenarios. In this first application, you want your family to take a vacation in a few months, but you expect to encounter some resistance from your budget-concerned husband. You know that your family has enough money saved, so you decide to implement a few tactics to make him more open-minded.
Considering your seven-year-old daughter, Mackenzie, you decide that a small trip to Disneyland would not only give her a great memory, but it would also be an affordable vacation compared to a worldwide alternative. In order to make your husband more open to that idea, you plan to anchor his perception by gathering travel information for two potential vacations: (1) a very expensive vacation around the world, and (2) the trip to Disneyland on which you have your heart set.
You know that your budget-concerned husband would never go for the first option, so you plan to present that decoy to set an absurdly high anchor point. When you present the second vacation option (the trip to Disneyland), a contrast effect will make this vacation seem much smaller because of your husband’s newly anchored perception.
He gets home from work one day, and you put that plan into action. But before you bring up the idea about taking a family vacation, you put the odds further in your favor by mentioning that Mackenzie has been starting to eat vegetables—a food that she’s always disliked. With this conversation involving Mackenzie’s open-mindedness, you hope to activate your husband’s schema for open-mindedness so that he will temporarily develop a more open-minded perception.
As you transition from that conversation into the idea about taking a vacation (e.g., “Speaking of Mackenzie . . .”), you present the very expensive vacation option, which he immediately rejects, as expected. But with his perception attached to that high anchor point, you then present the second option about the trip to Disneyland. With an intense look of contemplation, he mentions that he’s on the fence and that he’ll need time to think about it.
Darn. It wasn’t the response that you wanted, but don’t worry. This book will explain an enormous number of additional persuasion tactics that you can use to crack your husband’s closed-mindedness. We’ll revisit this scenario later, and I’ll explain
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