T he six principles that make people say YES or ho Essays

T he six principles that make people say YES or how to get YES. Psychology in negotiations. In fact, people are hostages of their habits and stereotypes. The Psychology of Persuasion, Robert B. Cialdini, a respected social scientist and specialist in the area of compliance psychology, says that " automatic, stereotyped behavior is prevalent in much of human action " I fully agree with this quotation. I want to move away from the topic for a second and to tell about myself. Actually, I'm a big fan of psychology, I started learn some psychology books in fourteen years old. I read authors like Eric Bern, Sigmund Freud, Immanuel Kant, Friedrich Nietzsche ( yes, I know that here also philosophy authors, but I think that philosophy and psychology its like wife and husband) and Russian , Ukrainian psychologists. Why I love psychology ? because it help me to better understand people , before they try to do something bad to me (for example),not only for bad thigs in my life I learnt psychology, It help me better to communicate with people and gain trust from them. Psychology has a lot of applications in every-day life. But usually it help to survive in this scary world to people like me, it help to earn money from business or work for eating something every day, it helps in talking to people in difficult situations, when you need to solve a problem for example, to live normally or when you alone in another county and you need to find someone whom you can trust, because in our world today so many bad people who will try to play on your feelings or will try to use you anyway they can and a lot of people going in hands of such bad people and their offer of " help ". But with knowing of people behavior , you can "read" them, it's not so difficult, but practice needed. I'm sorry for so long "moving away". So let's go back to our topic Negotiations and how to get Yes. Negotiation it's a difficult process, you will never know what can happen or what will be in the end. Negotiations can be different , in process people can become angry, become greedy or full of stress. Of course all can be vice versa, as I said you never know what can be with people and in the end of the process. But you can control all the aspects of the process, How ? you can ask me, and now I'll tell you the six principles or "triggers" how to get yes in negotiations. But first I want to talk about "triggers" for people, because, I guess, that everyone has his own "triggers". As I said everyone have "triggers" or easier saying things or words or actions which make people to do one or another action or decision. For example, if ask people to help you to do something ( let's take a supermarket ) People waiting in a queue to do their purchases and you come in this queue with only one banana for example, and if you ask people in a queue - " Can I go first , I have one banana ?" Only 60% will answer you " Yes of course". But , if in the next time in the similar queue in supermarket and you again with banana ( we can image that you like bananas very much) and you will ask them - " Can I go first , I have only one banana , I need so much , because I am late into university" Almost 90% will answer you "Yes". Why? Because it's human nature, it's a well-known that people need a reason to do any action or justify their decisions. But other information is necessary for people their "trigger" is BECAUSE and when people hear their "trigger" it so strong to decide people say YES. I shew an experiment which had been done by Harvard social psychologist Ellen Langer. When I was looking for an addition al information for my essay , I absolutely accidentally found this experiment and rewrite it to easier understanding form just for additional example. So, now