Enterprise > Chaldini's Eight Flashcards
Reciprocity.
This is the feeling of obligation we have to give back when someone first gives to us.
Liking.
it’s easier to say yes to friends, people we know and like. Conversely, it’s easier to say no to strangers, people that we don’t like.
Social Proof.
Social proof is the concept that when people are not sure what to do, they often look to the behavior of others to know what actions they should take.
Authority.
Authority is a psychological concept that means we’re much more comfortable when an expert or a really smart person gives us advice.
Consistency.
People feel internal psychological pressure as well as external social pressure to be consistent in what they and say and do.
Scarcity.
Scarcity tells us people are more motivated by what they stand to lose, as opposed to what they might gain.
Compare and contrast.
This is the term we use to describe the fact that people are always making comparisons between things.
Because.
When you tag a request with the word because your odds of hearing yes can go up significantly.
