We should want to hear “no” a few times if the negotiation is more in-depth than just shooting out offers at REO listings to see what happens.
Browsing: Robert Cialdini
Argument from authority is a well known logical fallacy. Just because Socrates—or even Joshua Dorkin himself—said something, well, that don’t make it true.
Social proof could be boiled down to “monkey see, monkey do.” Peer pressure didn’t die in high school, folks—and you take advantage of it when investing.
We humans are an interesting species. One of the odd peculiarities about our psyches is the need for consistency. Here’s how that plays into sales.
You catch more flies with honey than vinegar, the saying goes. And it applies in more situations than just being kind to others so they’ll be kind to you.