首页
外语
计算机
考研
公务员
职业资格
财经
工程
司法
医学
专升本
自考
实用职业技能
登录
考研
Getting other people to do what you want them to do is an art and a science that you must master if you want to succeed in this
Getting other people to do what you want them to do is an art and a science that you must master if you want to succeed in this
admin
2014-06-13
26
问题
Getting other people to do what you want them to do is an art and a science that you must master if you want to succeed in this era of rapid change, teaming, decentralized controls and doing more with less. And it does not really matter if you are a manager, sales professional or home executive. The following are some powerful principles, or you can call them laws, that will help you persuade and influence other people.
【C1】______
People who are liked generate affection and good feeling. And people who feel good about themselves are more likely to comply with your wishes. The epitome of this law is our 26-year-old daughter Nicole, who has this innate charisma, personal magnetism, or whatever you want to call it, that gets people to like her—even fall in love with her—after just a short time. For example, when we picked Nicole up from the airport the other day, she was saying farewell to another passenger as if it was one of her life-long friends. In fact, Nicole had spent less than two hours sitting next to someone she had never met before. As a result Nicole has the largest most powerful network of any person I have ever met. And that network is always eager to help Nicole in any way they can.
【C2】______
It seems so simple, yet so powerful. If you want more of something—may it be love, money, or trust—you have to give it before you get it. Charities figured this out a long time ago. They found that by including a little gift with their solicitation letter—such as personalized address labels—they could almost double the response rates. What works for charities will also work for you. For example, I have found the way I get more trust, love and joy, is to give it first. The result, I’ve enjoyed an exceptionally positive marriage to Marcela for over 33 years.
【C3】______
Getting someone to voluntarily commit to a course of action, getting him/her to put that commitment in writing and making it public will dramatically increase your ability to not only persuade someone, but also actually have them follow through. Teachers who establish learning contracts with their students, as well as managers and parents who ask for volunteers instead making assignments, all reap the benefit from this law.
【C4】______
People who are perceived as experts have a greater ability to persuade others. Robert Cialdini, Professor of Psychology at Arizona State University, reported in an October 2001 Harvard Business Review article that most hospital stroke patients tended to abandon the exercise routines prescribed by physical therapists. Interviews revealed that patients were familiar with the credentials of their physicians—whose instructions they tended to comply with—but they knew very little about the qualifications of the physical therapists. The remedy; display academic diplomas and certificates of the physical therapists in the exercise room. The result; exercise compliance increased by 34%.
【C5】______
Any time you see a "limited time" , "one-of-a kind" , "act now" offer, you are face to face with this law. Study after study has demonstrated that which is less available is perceived as more valuable. Recall how you felt when you negotiated—let’s say it was to purchase a car—and the sales person invoked the "take-away" gambit by telling you that the quoted price is only available today. All of a sudden the price seemed so much lower than it really was. You can take advantage of this law by highlighting the exclusivity of an offer or opportunity. For example if you are a manager, you can let people know that only five top achievers will be selected to be on a certain team, or that only those who demonstrate a certain level of performance during the next six months will be selected for training.
According to the article in the October 2001 issue of the Harvard Business Review by Robert Cialdini, these laws are based on "deeply rooted human drives and needs" , which have been substantiated in over five decades of scientific investigations. And most importantly—based on my own consulting and coaching experiences—they work.
[A]People are more likely to heed the advice of experts.
[B]Whatever you give is what you are going to get.
[C]Similarities establish a positive bond with others.[D]People want more of what they can’t have.
[E]People like people who like them.
[F]People are more likely to do what they commit to.
[G]Physical and mental health matter a lot.
【C4】
选项
答案
A
解析
本段开头就指出:被认为是专家的人更容易说服他人。接着用例子说明这一点:中风病人不听从物理治疗师的建议做常规的恢复训练,反而往往遵从内科医生的医嘱,原因是病人非常熟悉内科医生的证件,而对物理治疗师的资格证件却知之甚少。通过在病人训练室里摆放物理治疗师的文凭及证书,顺从训练的病人增加了34%。由此可知,本段主要是在讲“人们更容易关注专家的建议”,故本段的小标题应选[A]。
转载请注明原文地址:https://kaotiyun.com/show/iKO4777K
0
考研英语一
相关试题推荐
Whichofthefollowingstatementhasnothingtodowiththedrasticallydecliningnumberofbirds?Accordingtotheauthor,whi
Whenolderpeoplecannolongerremembernamesatacocktailparty,theytendtothinkthattheirbrainpowerisdeclining.Buta
Accordingtothetext,theservantproblemistotherulingclasswhatWhichofthefollowingcanbeinferredfromthetext?
Thesecondparagraphismeanttodemonstratethat______.CharlesClarkeasdescribedinthepassagewouldprobablyagreethat__
WiththeMetOfficepredictingasummerheatwave,MacmillanCancerReliefthisweek(1)_____itscustomarywarningaboutthesun
WiththeMetOfficepredictingasummerheatwave,MacmillanCancerReliefthisweek(1)_____itscustomarywarningaboutthesun
Britishcancerresearchershavefoundthatchildhoodleukemiaiscausedbyaninfectionandclustersofcasesaroundindustrial
Itwasarulingthathadconsumersseethingwithangerandmanyafreetradercryingfoul.OnNovember20ththeEuropeanCourto
There’snothingsimpleaboutguncontrol,atangleoflegal,politicalandpublic-healthissuescomplicatedbyculturalpreferen
随机试题
教育是一种()
A.阴B.阳C.阴中之阳D.阳中之阴E.阴中之阴
与资产类账户记账方向相同的账户是()。
转让撮合时,以集合竞价确定转让价格,如果有两个以上价位在有效竞价范围内能实现最大成交量,则可以选取的价位有( )。
某日,甲银行行长卷款潜逃。事发后,大量存款户和票据持有人前来提款。该银行现有资金不能应付这些提款请求,又不能由同行获得拆借资金。经采取处置措施,该银行仍不能在规定期限内恢复正常经营能力,且资产情况进一步恶化,各方人士均认为可适用破产程序。如该银行申请破产,
下图为某区域示意图,近年来卫星多次监测到海湾上空出现沙尘暴,读图完成下列问题。通过对卫星监测结果的分析,发现该地区的沙尘暴的频率和影响程度日趋加剧,可能原因是()。
在次数分布中出现次数最多的那个数是
下列关于数据库三级模式结构的叙述中,哪个(些)是正确的?()Ⅰ.数据库中只有一个模式和一个内模式Ⅱ.外模式与模式之间的映像实现数据的逻辑独立性Ⅲ.模式与内模式之间的映像实现数据的物理独立性Ⅳ.外模式与内模式之
在算法正确的前提下,评价一个算法的两个标准是【】。
Hisofficeis______tothePresident’s;itusuallytakeshimaboutthreeminutestogetthere.
最新回复
(
0
)