Robert Cialdini, "Psychology kwethonya ': izimiso eziyisisekelo

Namuhla, abantu abaningi baba yisisulu, noma umane labo abazama ukuzidayisa umkhiqizo noma isevisi. Umkhuba wokulala Kwimakethe uphika nabathengisi ukusebenzisa amathuluzi ahlukahlukene namasu ngokwengqondo ukuheha abathengi ezingaba khona.

Konke lokhu zokukhwabanisa noma ngekhono lokukholisa. Abanye abantu basebenzisa lezi amakhono ukuze okufinyelela imigomo efiselekayo, kuyilapho abanye, kunalokho, ukuze bakwazi ukuba adalule izibambo. Ukuze ukuthenga into ngokuvamile akudingeki.

Robert Cialdini, "Psychology kwethonya '

UProfesa Robert Cialdini ebekwe ukuze sithole ukuthi kungani umuntu ekuthonyweni ithonya elinamandla, futhi kanjani abanye abantu ngayo izimo ezihlukahlukene. izifundo yakhe wahlala iminyaka eminingi, futhi ngenxa yalokho, yathola ukuthi indoda ukwazi ukusiza umuntu noma yini, futhi usebenzisa izindlela eziyisithupha eziyinhloko ukuthi Site izikhathi ezahlukene. Ngakolunye uhlangothi, ngokwazi namaqhinga ezandleni, ungagwema umthelela psyche yabo.

Ngenxa yalokho, lencwadi yayibizwa kokuma ebhaliwe. Robert Cialdini, "Psychology ithonya" - iyithuluzi elibalulekile kulabo ungafuni ukuba singaweli ukuncenga nabakhwabanisi efuna ukuthengisa umkhiqizo ngentengo fabulous. "Psychology kwethonya 'ubhekwa okungcono ukuqeqeshwa ithuluzi ukuphathwa kanye psychology nomphakathi. Le ncwadi zibhaliwe kane, ukusakazwa kwalo kudlulwe kwesigamu sesigidi amakhophi.

Kuleli phephandaba, kuhlangene isitayela nokufinyelela okulula okuphakelayo eziningi ezibonakalayo. Kodwa le ncwadi umsebenzi sína yesayensi, okwakwenza ukuhlaziywa nogqozi izindlela kolwazi nokwenziwa kanye izinqumo.

Robert Cialdini, "Psychology kwethonya ': izinguqulo commercial futhi ezemfundo

Uhlelo lokuqala le ncwadi yayizosetshenziselwa umfundi jikelele. Ngenxa yalesi sizathu, lo profesa wazama ukwenza umsebenzi wabo ifinyeleleka kakhulu bezibona. Inguqulo senzelwe amaqembu ezifundo, naso esalotshwa isitayela lula, kodwa is kulekelelwa ubufakazi, iziphetho nezincomo ezisuselwe imiphumela yocwaningo ngokwengqondo. Incwadi eyabhalwa ngu-Robert Cialdini, "Psychology kwethonya ', ukubuyekezwa othisha kanye nabafundi wathola omuhle kuphela. Lokhu akusilo elinye nje hlobo Amasimu ethandwa kwengqondo, kuba umsebenzi sína ngokwesayensi.

Sikhungo Inguqulo kungaba wusizo umkhuba, ngenkathi ufunda incwadi uthatha eziningi abantu bayakujabulela ngempela. Lokhu waphinda kuqinisekisa ukuthi idatha yesayensi kungenziwa ngendlela yokuthi kube lula ukugaya, ewusizo futhi olufanele. Owawenziwa Robert Cialdini. "Psychology ithonya" liyincwadi enjalo - a ewusizo futhi kuyaqondakala.

Izimiso eziyisisekelo ithonya

1. Isimiso umehluko. It esisetshenziswe ekuxhumaneni kanye kusebenza nezinye izinhlobo okuqonda. isimangaliso esithile noma into ibonwa ehlukile kuye ukuthi kwakwenzekani ukuxhumana naye. Ngokwesibonelo, ungakwazi lokuqala ukuthengisa into ebiza kakhulu, bese unikele ukulayisha umkhiqizo ezishibhile, kodwa ngamunye ngamunye. Umthelela nakanjani.
2. Umgomo we lokushintshisana mutual. Ukwazisa zezenhlalo cabangela indlela eyingqayizivele oluhambelana zabantu emphakathini. Kodwa ngaso sonke isikhathi, umphumela uzokhombisa ukuthi unalo igciwane. Njengoba uthi Robert Cialdini, Psychology ithonya lolu hlobo kungaholela ukushintshana ukungalingani. Ngenxa yalokho, ngoba befuna ngibenzele okuthile kufanele kube encane, bese badinga ukwenza umnikelo lapho bonke futhi kwaqalwa.
3. Umgomo we "ekuphikeni-ukubaleka." Lelisu kuhilela isandla kamuva yanika kithi. Kulesi uhlelo amabili isimiso sokuqala kuhlanganiswe: ukwabelana nekuphikisana.
4. Isimiso ngokuzibophezela ukungaguquguquki. Ezinye izazi zokusebenza kwengqondo bakholelwa ukuthi isisusa esiyinhloko yokuziphatha kwabantu yisifiso uhambisane. Ngakho, kudingeka ukuba adumise izinga abantu abathile, uma sifuna ukuba nathi ka wabonisa yabo. Ngenxa yalesi sizathu, izisebenzi zicelwa ukuba uzibekele imigomo ngabanye.
5. Umgomo we yokuvula isikweleti. Le ndlela yokwenza kuhilela ukuhlolwa ukuthi ukuhlanganisa abantu owadlula yokuvula isikweleti. Abantu abanjalo ayisekho uyayazisa ubulungu babo emphakathini noma yimbangela ejwayelekile. Ngesikhathi esifanayo kubalulekile ukuthi choice sasenziwe ngaphandle kwemvubelo ingcindezi. Izinsongo, ukufumbathisa, isithakazelo Kulokhu kuphela kwesithiyo.
6. Umgomo we "uphonsa ephansi ibhola" noma "unyawo emnyango." Ukuze uqonde ukuthi lelisu anganika isibonelo. EChina, iziboshwa American empi baphoqeleka ukuba abhale isitatimende ukuthi ikambisolawulo abaphelele. Kanjeyana they akhothamela eyinhloko nokubambisana, okuyinto ke wakhula waba umbuso. Lokho iwumgomo oyinhloko - ukukholisa ukuthenga noma yini enye, ukuze athole ukusizakala.