USING THE LAW OF RECIPROCITY AND OTHER PERSUASION TECHNIQUES CORRECTLY

    

Have you ever felt the need to help someone who has helped you in the past? This is known as the law of reciprocity. It is one of the many different persuasion techniques that you can use to influence others.

Keep reading to take a look at how it works and how to use it correctly.

LAW OF RECIPROCITY

Persuasion by reciprocation is based on the law of reciprocity. It’s considered by many to be the most powerful law of human nature. Basically, it states that,

“If you do something nice for me I’ll do something nice for you. I feel obligated to reciprocate.”

For example, if we go out to lunch and I pick up the bill, you almost always offer to pay for it next time. Next time we go out to lunch, you insist on paying for the bill.

There are different types of reciprocation which I will explain below.

EMOTIONAL RECIPROCATION

Emotional reciprocation is where you make people feel good. Saying things like,

“Thank you, it’s a pleasure to meet you, I know how busy you are.”

“Thank you for your time.”

“This is a beautiful company or a great opportunity to speak to you.”

Whenever you say anything that causes people to feel better about themselves, they have a deep unconscious need to reciprocate.

MATERIAL OR FINANCIAL RECIPROCATION

Another type of reciprocation is called material or financial reciprocation. An example of this is when you do something physical for someone such as, helping them move or lending them your lawnmower, they want to pay you back by reciprocating in some way.

We have a deep psychological need to be even with others. If a person does something for you, we feel a need to get even by doing something nice in return.

The reverse is also true in that, if you do something that hurts others, they will feel the need to hurt you back as well, so be careful with that.

LOOK FOR OPPORTUNITIES TO DO THINGS FOR OTHERS

The starting point of the law of reciprocity is to do things for others. Something as simple as opening in the door for someone, or getting someone a cup of coffee is a very powerful technique that you can use to cause people to like you and to feel obligated to you.

THE SOCRATIC METHOD

The Socratic Method means to simply, ask a lot of questions. The more questions you ask of another person and listen closely to the answers, the more the person will like you and be more open to being influenced by you.

The more questions you ask during a negotiation and the more open you appear to see things from another person’s point of view. You’ll find that they will be more reasonable as well. They will follow the law of reciprocity.

HOW TO DEAL WITH NEGOTIATION DISAGREEMENTS

Whenever there is a disagreement in a negotiation, where there is some pushback or disagreement, come back to it. Put off any part of the negotiation aside, keep going through the rest of the agreement and then later, when all things have settled, come back to the other issues.

AGREE SLOWLY

It’s very easy to agree quickly. Even if you have no problems with the particular issue in the negotiation, go slowly through it. The slower you go, the more strength you will have later on when you come to issues that are of greater importance to you.

USING THE WORD “FAIR”

Pushing the fairness button in a negotiation can also give you leverage. Use the word “fair” over and over again. They have found that in television debates, especially in politics, that the politician who uses the word fair when they say things like,

“That’s not a fair interpretation.”

“That’s not a fair way to describe the situation.”

“People aren’t paying their fair share.”

The word fair triggers an emotional feeling to be even, that you should back off rather than be unfair to someone.

Remember how children are always saying, “That’s not fair! That’s not fair!” It’s because of how strong the word is.

ASK FOR SOMETHING IN RETURN

In negotiating, always ask for something in return. If you don’t ask for something in return, soon those people will ask things from you and not reciprocate at all.

“PRICE” AND “TERMS” ARE DIFFERENT

As a final point to remember, in negotiating you can pay almost any price for something if you can name the terms.

A great negotiator once said, “I’ll pay you $1,000 for that gold pen in your pocket, even though you only paid $250 for it, as long as I can name the terms.”

The terms were, every time I pass you on the street, in New York, on a Wednesday, I will give you $1 until the thousand dollars in paid off, with no interest.

Therefore, you can agree to a higher price as long as you can negotiate and agree to terms that are much more favorable to you.

http://www.briantracy.com/blog/sales-success/using-the-law-of-reciprocity-and-other-persuasion-techniques-correctly/

This Negotiating Trick Will Help You Earn More From Every Client

Many service providers agonize over how to price their services. If the number is too high, it might scare away potential clients; if it's too low, you're providing your services on the cheap.

What's the solution? Ask about the budget before discussing the price.

Start the conversation by discussing the client's specific needs, and scope out, in general terms, the results that both of you expect from the service you'll be providing. At that point, ask, "What kind of budget did you have in mind?"

You'll get one of three possible answers:

1. "We don't have a budget yet."
2. "About how much will this cost?"
3. "The budget is around $xxxx."

Answer No. 3 means money in the bank, but before I explain why, let's go over how to handle the other two answers.

Answer No. 1: "We don't have a budget yet."

The potential client is not really a potential client. His company is not ready to buy, so it's pointless to talk about price.

Instead, turn the conversation to the budgeting process. Find out how budget decisions are made, how (and what) his company has paid for similar services in the past, and what you need to provide to help the client secure a budget, who the decision-makers are, etc.

Work through the budget process until the client comes up with a number. Skip directly to Answer No. 3.

Answer No. 2: "About how much will this cost?"

In this case, the potential client already has a budget in mind and wants to know if you're in the ballpark of what he's thinking.

If you hear this answer, do not stonewall in the hopes of getting a budget number. You'll only irritate the client.

Instead, quote a range of prices, with the final price dependent upon the exact amount of work involved. This isn't ideal, but you're no worse off than if you had launched into a price discussion without trying the question.

Answer No. 3: "The budget is around $xxxx."

In my experience, Answer No. 3 comes up about 60% of the time, especially if the client contacted you rather than the other way around. In either case, that number reflects the value the client puts on the service you provide.

That's a really good thing to know, because if you know your service is top quality, you deserve top dollar, and top dollar is defined as the highest amount somebody is willing to pay for something.

When you hear Answer No. 3, respond as follows:

1. If the number is absurdly low, explain that your service is not in his company's price range and suggest an alternative.
2. If the number is anywhere within reason, your answer is always: "I can work within that budget."

In my experience, the client will often state a budget number that's bigger than what you were considering on your own. Sometimes a lot bigger.

For example, one time a major magazine asked me to ghost write a long advertorial over the Christmas holidays. (I won't say which magazine it was, but the name begins with a W, ends with a d, and consists of five letters.)

I was thinking about charging $10,000 but instead asked the magic question. The magazine's answer: $20,000. Which is what I got paid. Because the magazine probably charged the advertisers an order of magnitude more than what it paid me, I felt not a pang of guilt.

This is only one example of how this question has worked to my advantage. Over the two decades I've been an independent writer, that question has made me probably somewhere around $250,000.

http://www.businessinsider.com/this-trick-will-help-you-earn-more-2014-8?IR=T

The Law of Cause and Effect

            

The law of cause and effect teaches that for every action there is an equal reaction.

You can use this law to your benefit if you understand what actions produce positive results.

By having such knowledge you will only cause positive effects in your life.

When people complain that their life is unhappy, this is because they caused such life. The cause was their negative state of mind.

There are broad and small causes to every effect. Everything starts with your mind therefore you can say that every effect was partially or completely caused by your state of mind.

For every specific effect there is a specific cause. For example, if your business is not profitable, it means that you did not provide enough value. You are paid equally for the value you create. If you hold something back and do not give everything you can, some profits will be held back from you too.

Some people want to be successful but they refuse to give everything they can to succeed. They refuse to get into good habits, learn new skills and create value. That is surely not going to bring them success.

You cannot get anything for free, everything comes with price.

If you think you are doing everything right but you still don’t see positive effects, it could be because you are outgrowing your past mistakes.

Maybe in the past you were negative and now you are still suffering negative effects that you caused. With time those negative effects will disappear and you will be left only with good effects.

The law of cause and effect also explains that you should never do something to others that you do not want to experience yourself. Because if you treat others unfairly, others will treat you exactly the same way. “What goes around, comes around.”

It is easy to tell which causes will bring good results, and which will bring negative ones. Every good cause will produce positive results. If you put all your heart into your work, you will be paid abundantly for that. If you try to find shortcuts or produce poor results because of your attitude, then you will be poorly paid.

Some people misunderstand the law of cause and effect and cannot realise why they are not successful although they work hard. This is because working hard does not produce any value. It only drains your energy and makes you struggle. That, in turn, produces poor results.

Working hard is the worst way to work. You should enjoy your work and put your heart into it, produce value with love. This is exactly opposite to the hard work and struggle. The more enjoyment, energy and heart you will put into your work, the more successful you will become.

That is why pursuing passion is the best way to live. You will effortlessly create value if you are doing what you love.

Also, if you want to be very successful, you should try to cause positive effects that many people will benefit from. The more people you can benefit from what you create, the more successful you will become.

You will notice that whenever you create something “to the highest good for all”, the less obstacles you will experience. It will be as though you are completely in the flow and everyone is there to help you.

The law of cause and effect is especially clearly seen in money matters. Whenever you spend your money with the scarcity in mind, you will receive money slower or no money at all. Whenever you spend money with faith that more is coming in, the quicker you will receive even more than you spent.

If you donate money with the hope that your donation will improve someone’s life, you will be returned much more than you have donated.

If someone is treating you unfairly, but you always respond fairly, you will only be rewarded. Maybe not instantly, but later on something will happen in your life that will compensate you for your fairness.

Whereas the person that wronged you will be wronged at some point too. The law of cause and effect makes no exceptions.

Whenever you are about to take some action, try to quickly assess if that action will bring positive or negative effect to your life.

Therefore if you are about to undertake some project, but you feel lazy, you can ask yourself if, working in such state of mind, will produce positive results. This will save you from poor performance.

The more positive actions you take, the more successful your will become. It is better to take less actions, but to make every single action perfect.

If you take many mediocre actions it will result in poor results and no success. The law of cause and effect never fails.

Conclusion

The law of cause and effect can change your life dramatically only if you understand the effects your actions will bring. It is easy to understand which causes will produce good results because every positive cause will always bring positive effect.

You should not worry if you still get negative results although you take only positive actions. These are only consequences of your past mistakes. You will gradually eliminate such causes and only positive results will be evident in your life.

http://simonarich.com/formula-for-success

Formula For Success

It is a universal law (the law of cause and effect) that whatever you put out, you get back.

In other words, what you sow you shall reap. It applies to all areas of your life including the success area.

If you understand this law correctly, you have the best formula for success.

Success does not visit people who wait for something to happen. You have to pay a certain price for success. Such price may be your time, persistence, willpower or trying your best every day.

How many extraordinary people do you know? I bet not many. Mostly people live mediocre lives because they lack drive and persistence. I hope that this article will empower you to join the group of extraordinary people who achieve amazing results in life.

The barrier to success

Mostly people settle down for far less than they can have because of their comfort zones. They feel safe there although they are not happy. They try to silence their inner knowledge that by stepping out of the comfort zone and initially experiencing some discomfort they would step into a totally different zone – the zone of success.

You may be put off by the discomfort you experience whilst reaching for the goal, but if you persist the rewards will be so huge that your discomfort will soon look like a child’s play.

Besides your comfort zone there is another barrier you have to pass for you to achieve success. These are the failures that start happening to you once you set your mind to achieve something great. It may even look as though the universe is testing you how bad you want to have your desire. The majority of people cannot pass this barrier so they settle down for far less than they could have.

I can give you one piece of advice that always works. If you follow it I can guarantee that you will become successful, it cannot be any other way. And this advice is persistence. If you persist you will always get past that barrier. You just have to refuse to give up. I can surely say that I refuse to give up. The words “failure” and “giving up” are out of my dictionary.

I hope that by hearing such words you feel the same as I do. Isn’t it empowering to know that if you refuse to give up you must succeed? These words make me so happy and they motivate me to create more value and achieve amazing results.

The power of persistence

Usually people give up right at the point where the success is about to reveal itself to them. This amazing fact has been mentioned in many great books such as “Think and Grow Rich”

by Napoleon Hill. If only could they last one more day, make one more phone call or provide even better service, that’s all it would take for them to join the winner’s circle.

You can look at any area of life to see that so many people give up and so few stay in the game. Let’s take wealth distribution in the US as an example. It is so unequal that you are going to be very surprised by the figures if you did not know these facts. 10% of the people hold 80% of all financial assets whereas the rest (90%) of the population hold only 20% of the assets (source).

Do you think it is a coincidence? I certainly don’t think so. It shows that just a very few people refuse to give up until they achieve their desired success.

Although you may be upset by such figures, they actually make me happy. So many people don’t understand that they can certainly be in the top 10% , anyone can. You just need to stay persistent. The rewards for your persistence will be huge.

The role of the ego

I will now explain why you experience fear when you try to achieve something great. The fear is actually the creation of your ego. Your ego feels that you are moving out of your comfort zone so it does everything it can to keep you right where you are.

The ego thinks it is protecting you by scaring you with imaginary things that are going to happen once you step out of the comfort zone. Yet the fears that you may perceive are all created in your mind, and if you understand that every fear is only an illusion that ego creates to keep you in your comfort zone, you will be able to gradually get rid of it and steadily move towards success.

Ego will try to sabotage your every step with fearful thoughts of failure, doubt and unworthiness. But if you see these thoughts for what they really are – the creations of the ego – you will be able to ignore them and achieve everything that you desire.

The bigger the goals you reach for, the more ego will try to intervene and sabotage you. That’s what happened to me when I started reaching out for more than what I had. It is a great story that I am sure you may relate to.

My story

When I became aware of the law of attraction and other laws, they opened my eyes. It was as though I was sleeping all the time, and now I woke up into a real world from an illusion I was living before. I was excited and could not wait for my new life to begin.

Straight away I started visualizing what I wanted to have and I aimed for the highest star I could reach. I visualized a place I wanted to live in, luxury cars I wanted to drive, an amazing relationship I wanted to have. I loved these visualizations and the more I visualized, the more I felt that they were becoming real and I could just feel the momentum that I was building.

Things started changing quickly. A hair accessories business was born in my mind, and it quickly picked up. I could handle the small changes that were happening to me within couple of weeks of visualizing, but soon things started change really fast.

I was as though led to contacting designer stores and boutiques for collaboration. And one person replied whom I did not even contact, but my email was forwarded to him from the purchasing department I got in touch with.

He invited me to meet him so that he would be able to tell me everything about pitching products to luxury stores. He was the director of a very profitable store here in London and I could not believe that he could give me his time without even knowing me.

I got there at the arranged time and he explained every single detail about how to pitch products and he even gave me the names and contact details of large department stores’ directors and heads of purchasing departments (although he was not supposed to do that).

I could not believe my success. I was so happy. That director was such a nice person that he invited me for dinner with his colleagues and friends and he mentioned that there will be people that will be able to look at my products and make some orders.

I could handle the momentum right up until this point, but now things started to move really fast and I got scared. I started doubting my own abilities to keep up.

What also this experience showed was that I didn’t like the life of the people I started hanging around with. They were empty; they were into drugs, plastic surgeries and vanity. That wasn’t where I wanted to see myself in the future.

I did not go to further meetings. I did not approach any retail stores.

Do I regret this happening? Absolutely not. I am actually grateful that this happened. It provided two great lessons for me. First, was that the law of attraction definitely works. Second, is that you should be careful what you wish for.

Another lesson could be seen that many people would get scared when things start shifting very quickly due to their big visions, and some would be too frightened to change their comfort zones.

Since that incident I learnt to be careful about what I visualized, and to be okay if changes start happening really fast. I now trust the creative process.

That experience also made me understand that I didn’t want to see myself in the hair accessories business all my life. I realized how mundane it would be for me to do this kind of business day in and out.

Since then I got more and more involved in personal development and finally I realized that that’s what I wanted to do with my life. Every day I see the momentum that I am building but now I can keep up with it.

Some things, like public speaking, are still out of my comfort zone but I know that eventually I would be involved in such an activity too. I will soon take quite a big leap out of my comfort zone by organizing small group meetings with people like you who want to achieve phenomenal success.

Success is waiting for you

       

The price of success is nothing compared with what you get. Let nobody stop you from achieving it, no matter how many failures you will have to meet. I know that once you achieve the success you will only laugh at the sacrifice you made.

You always have to be aware of your comfort zone. Because once you stay there for too long, it is very hard to move out of it. Deep inside you you may hear a call to become successful, but if you stay in your comfort zone for too long you may just feel too scared to pursue your desires.

So don’t wait. Do something that will get you closer to your desires now. Try to do things that are not that comfortable but which you have to complete for you to get where you want to be.

The last important tip

Also you might get confused about your comfort zone vs. procrastination. Procrastination means that your higher self knows that the time is not right for you to do something, therefore you feel that you should not take some particular action. You will usually feel that it is not the right time, or you will feel weak when you are about to take the action, or things will start falling out of your hands.

Whereas when the ego tries to keep you in your comfort zone, you don’t get any feeling preventing you from doing what you are supposed to do, but you start getting negative thoughts about failure and fear. And if you listen to such thoughts, you will get drained off the desire to take such action.

So try not to confuse these two completely different indicators.

http://simonarich.com/formula-for-success