In examples of
In order that process of belief and influence on other people is better to understand laws of belief, we suggest you to sort the basic concepts, or the principles of belief. Their formulations are followed by bright examples of types of behavior which show influence of laws of belief.In order that process of belief is better to understand
, we suggest you to sort the basic concepts, or the principles of belief. These concepts make a belief paradigm basis.
In each culture at people certain reactions to the general situations arising in the course of belief develop. These reactions to certain incentives allow to foresee behavior of other people and to convince them. Unfortunately, the same reactions open a way for manipulation from unscrupulous persons. Further nine principles which you face in everyday life whoever you were are offered your attention: seller, speaker, consumer, husband, wife, father or friend. These are Laws of belief.
the Formulation of laws will be followed by examples of types of behavior in this or that situation. Examples are urged to demonstrate impact which is made on us by laws of belief.
Think properly over each of these laws and try to find an example of their action from own recent experience. Thus, you will be able to attach the obtained information to yourself. You will see in what case you gave in on manipulation and of what case you were honestly convinced. But the most important is the fact that you learn how your behavior in the past influenced the people surrounding you. These laws make the basis of all that we should learn about process of belief.
- of Law of reciprocal action . When you are given something, being of value for you, you, in turn, have desire to thank and give something in exchange (Pay attention: in the law it is not told that if you gave something to someone, you automatically receive something in exchange. The law speaks about reciprocal desire to thank.)
that all of us, to a certain degree, submit to the law of reciprocal action.Every Christmas millions of people buy by
cards and gifts to other people only because receive gifts from them and do not want to appear in awkward, situation! Since the earliest childhood we were learned to answer gifts. And the reciprocal gift has to be not more expensive and is not cheaper. Probably, it happened to you to receive by Christmas something more expensive, than what you presented? In such situation you felt obliged to buy this person something else to fill a difference. It is a remarkable example of the law of reciprocal action.the Husband feels
obliged to be engaged in housework if the wife is accepted to cleaning. The poor wife becomes exhausted, washes the floors, the dishes, washes and the husband as if having forgotten about everything does the mass of things on the house, so far, watches football. But all this time the husband feels guilty though he, maybe, was tired after difficult and intense week to death. Sense of guilt works.Sellers of means on care of skin leave by
to you free samples of the production on test, and then come back days through ten to learn your impressions and to take the order. The majority of hand creams really moisten skin. And if aroma of cream is pleasant to the woman who used a trial portion, she, no doubt, will buy at least one goods from the seller.
this week the neighbor threw your children in school by the car. Next week you will feel need to pay back for the rendered service. Each person has the “bank of services“. This figurative name. Each of us has such “bank“. A certain number of services which we are ready to provide to other person until it is required “compensations“ “is kept“ in it. In case this person does not compensate fund of the rendered services, we feel that it simply used us, and from now on we refuse to help it.you spent by
excellent evening on a visit at friends. Now you consider yourself obliged to invite them to himself. To organize a dinner for friends - business troublesome. However to maintain the relations is even more troublesome occupation, it demands big work. To accept someone`s invitation and not to pay back the same usually means to spoil the relations with this person.
If you a little think, you, of course, will find a set of examples of when you felt to other people obliged to render reciprocal service., And it not so much property of “human nature“, how many result of education which is very difficult for resisting. Reciprocal action absolutely not necessarily has to be negative. Obviously the fact that our relations are under construction on reciprocal actions. Difficulties begin when reciprocal actions turn into manipulation.Is present
nothing bad in giving gifts or to accept them from others. But it is absolutely clear that people do not like to be obliged or to feel need “to pay back“. What is felt by you when you fall into a similar state? What do you feel when someone gives you a gift? When you receive a gift for some holiday (for example, for Christmas), and you can present nothing in reply?
- of Law of contrast . When two subjects (phenomenon) how many - nibud differ from each other, we notice this distinction of subjects stronger, than these objects (phenomena) in time or space are located closer. Workers of trade quite often use the principle of contrast, owing to its effectiveness.
“Before we will see the house for 120 000 dollars, will show us the house for 90 000 dollars“. In case both are in a similar environment at home, advantages more expensive of them will be more noticeable, and they will become a trump in hands of the seller of real estate. Moreover, it will be the last house which to you will be shown. People best of all remember that they saw or heard in the last turn and not that saw or heard earlier. And in case the last house is more nice than the first, more inexpensive of them will look gray against bright reminiscence of the last house.
Sellers of clothes in shop, first of all, will offer you a suit, and then, in addition, and such goods as socks, sweaters etc. The cost of additional goods (20 - 60 dollars) seems small in comparison with a suit for which you paid 400 dollars. Nobody will sell goods for 60 dollars at first that then, “in addition“ to offer you a suit! Eventually why the suit for 400 dollars without beautiful tie is necessary?
Employees of restaurants like “fast - foot“ take your order, and only then, offer additional dishes: “You do not wish some chocolate cookies?“ Thus, sales level increases by 10% and more! In comparison with the sum of the main order additional it seems inexpensive. You will never hear from the employee of restaurant of the following words: “You do not wish salad? It very useful“. Will offer you cookies which you would not buy because you keep a figure. It is much simpler to answer “yes“, than to tell:“ And still, please, bag of chocolate cookies“. Why? Because it is a shame to us to order what, in our opinion, we should not eat. At the same time we since the childhood were taught that the polite person accepts what to it is offered!Buying by
a sofa worth 1000 dollars, you pay 50 dollars over this sum for means on care of furniture, isn`t it? The seller of furniture, certainly, will tell you that means on leaving is just necessary for so valuable acquisition, this elementary requirement of common sense. (Of course, he can not tell you that means on care of furniture can be bought anywhere and much cheaper!)Buying by
the new Visa card, you annually pay 30 dollars for registration of all your cards for a theft case. Besides, you do monthly contributions to insurance fund. This money seems to us small as compared we receive in exchange.
of Examples of how “to receive huge benefit for a small additional fee“, it is a lot of. However the law of contrast can be applied and in a different way. To remember at least a case when two very similar goods are available for sale at absolutely different price to force the consumer to buy less road from them.
Think what you shopped recently and what additional goods were offered you. Remember a case when you knew about additional goods, but the seller did not offer them to you. Why he acted this way?
- of Law of friendship . When asks you about a favor of people which arrives in your interests, and/or you want that it arrived in your interests, you use the best efforts to satisfy his request.
everything that the friend will ask for them. Therefore, if you want to achieve success in process of belief, it is just necessary for you that on you looked as at the friend.
Later we will talk to you about how to learn to gain instantly people. And now we will review some examples of operation of the law of friendship.
of the Master of belief try to watch how they look. People want to be on friendly terms with people attractive. A number of researches demonstrates that people who are considered as physically attractive are capable to convince others to give more money and to buy more goods, they hold more than productive business meetings, than people of usual appearance. Besides, looking at attractive people, we believe that they are more talented, kind, clever and are even more honest! At last, it is easier for attractive person to receive the soft adjudication, to get a job and even to earn more. Therefore, the you will be better to look, the more people will want to communicate with you, to love you, to become your friend.
Friends are people whom we treat kindly, and quite often we treat them kindly because they treat us kindly. We have to show to people that we share similar belief, views, life philosophy etc. And the more they will feel it, the more probably that we will manage to convince them.my grandmother always told
to me:“ Learn to speak to people pleasant, and you will achieve the“. And it is right. Being able to do absolutely sincerely to people compliments, you will become their friend soon.
- of Law of expectation . When the person, authoritative for you, expects from you performance of a certain task or achievement of a certain result, you will try to meet its expectations whatever they were.
at the beginning of January, 1991 to citizens of Israel were given respirators for protection against the chemical weapon which Iraq could use. After Iraq launched ballistic missiles (on January 16, 1991), tens of Israelis addressed to hospitals with complaints to symptoms about which they spoke to them. These symptoms are shown as a result of operation of the chemical weapon. Interesting the fact that that day the chemical weapon was not used. This example shows that the law of expectation has huge force. In this case consequences, opposite to widely known “effect of placebo“ were observed (placebo - the harmless substance on external signs imitating any medicine). > Effect of placebo it is the best of all for p to show
on the following example. During the Korean war thousands of people got wounds. When morphine reserves came to an end, instead of it wounded were given placebo (sweet pills and other). As show some reports, 25% of the soldiers who received placebo felt sense of relief from pain though from the point of view of medicine for this purpose there were no bases.
- of Law of association . Usually we like goods, services or ideas which support or the people commanding to us sympathy and respect advertize.
If to us like the people advertizing goods at us there are positive associations with these goods. Regardless of its quality, we quite often buy such goods from - for advertizing which was made to it by the famous person. (But only for the first time. The second purchase - another matter, and we will talk about it later.)
Music is the surprising phenomenon capable to cause the most various memoirs. My mother cannot listen to the song “I Am at Home for Christmas“ without tears to this day. Her brother died during World War II, and she learned about it when she listened to this song. Quite often music is connected with a love story and romantic relationship. Many married couples have a song which they consider as the “song of love“. Songs revive in memory of people of reminiscence and allow to feel again that they felt when they for the first time heard this music even if it was many years ago.
in days of presidential elections candidates in the performances often are guided by words of the former presidents from contradictory party. It is fine tactics which is applied during debate. Candidates of republicans quite often quote superpopular democrats, such as John Kennedy. Similar references cause a positive response in consciousness of democrats and, in particular, people who supported Kennedy in due time. Skillful application of this reception guarantees to the candidate additional votes on elections.
- of Law of sequence . When the person in a written or oral form declares that he accepts a certain position, he will seek to protect this position, regardless of as far as it is faithful, and even in case its inaccuracy is obvious.
the President George Bush - the senior declared:“ I pledge the word that increase of taxes will not be“. He did not even assume how its popularity when signed the bill of increase of taxes in 1990 will strongly decrease. If the person behaves inconsistently, ours the trust and respect for it sharply fall.
the President Clinton sank a considerable share of trust in the public estimation thanks to the fact that supported a political policy which was not coordinated with its election platform. When people see inconsistency, they begin to look on the parties in search of other option. That is why in 1994 republicans received the majority in the House of Representatives and in the Senate, for the first time for the last forty years!
- of Law of a rare opportunity . When the quantity of what to us is necessary, limited its value increases in our eyes.
in TV advertizing. Phrases, typical for advertizing:“ while is available “, “ only on Sundays “, “ the quantity of goods is limited “, “ available only 10 000 copies“ and others are statements which contain a hint on quantitative restriction and a rare opportunity upon purchase.People sincerely believe
that the automobile dealer will raise the prices already in a weekend, and nevermore they will be such as today!the Seller wishing to meet the client holding the leading post can use
the law of a rare opportunity and hint the client that it has very busy schedule. In such - that days and in it - that time he is busy, but there are options. “On Friday and Monday I cannot, and here on Tuesday, in 15. 15, at me will be twenty minutes free. It will suit you?“
to the Girl was bothered by her guy. However he should show interest in other girl as she wants to meet it again. An opportunity to lose the young man gives it value in the opinion of his girlfriend.
- of Law of conformism . People accept offers, goods and services which get approval of most of surrounding people and peers.
about the law of conformism, it is possible to allocate three main categories of people:
Conformists make about 85% of all people. Conformists are interested that people around think of them, and they seek to be accepted by society. Conformists quite often belong to one of wide groups or the organizations which get support and approval of society.
Catholics, Lutherans, republicans and democrats represent examples of mass conformist groups.When one person at a concert begins to applaud
, other people almost should not keep and follow its example. > Public opinion it is very easy for p to shake
. People desperately seek to follow the majority. As a sea wave, they amicably direct forward, come back. And the Master of belief can use it.
Nonconformists make about 10% of all people. They seek to rise against the public norms accepted in rather large groups.Nonconformists stick to
together. They separate themselves from bulk of the population with its frame of reference. Eventually they approve own rules and establishments and, thus, become conformists within the group.
“Independent“ is inclined to be believed that to be a conformist - badly. They seldom unite together. Businessmen often belong to this group. Unlike nonconformists, “independent“ do not rise against conformism: they use standards and opinions of conformists in the purposes.
Almost in all cases of life people try to follow the standard norms that society accepted them. For this reason it is so easy to ubelit the people who are guided by the principle of conformism.
- of Law of influence . Extent of influence of one people on others depends on the authority, force and competence of these people in the opinion of those who come under this influence.
Doctors have the big force of influence. Usually people treat their words with big trust. d - ra Roberta Chaldini “Influence“ is well shown in the book what authority has the doctor in the opinion of nurses. When the doctor calls in hospital and asks to give to patients medicine even if it is appointed by mistake, 95% of nurses follow instructions of the doctor, contrary to rules of hospital. It is influence force.the Mechanic becomes
the man of weight in the opinion of the consumer. In his hands - destiny of the car, and for everyone who is ignorant of mechanics his word is immutable. If he tells that you need to adjust something, you, most likely, will obey and will follow its advice.
of the Summary: Nine laws of belief
- of Law of reciprocal action . - When you are given something, being of value for you, you, in turn, have desire to thank and give something in exchange.
- Law of contrast . - When two subjects (phenomenon) how many - nibud differ from each other, we notice this distinction of subjects stronger, than these objects (phenomena) in time or space are located closer.
- Law of friendship . - When asks you about a favor of people which arrives in your interests, and/or you want that it arrived in your interests, you use the best efforts to satisfy his request.
- Law of expectation . - When the person, authoritative for you, expects from you performance of a certain task or achievement of a certain result, you will try to meet its expectations whatever they were.
- Law of association . - Usually we like goods, services or ideas which support or the people commanding to us sympathy and respect advertize.
- Law of sequence . - When the person, in a written or oral form, declares that he accepts a certain position, he will seek to defend this position, regardless of as far as it is faithful, and even in case its inaccuracy is obvious.
- Law of a rare opportunity . - When the quantity of what to us is necessary, limited its value increases in our eyes.
- Law of conformism . - People accept offers, goods and services which get approval of most of surrounding people or peers.
- Law of influence . - Extent of influence of one people on others depends on the authority, force and competence of these people in the opinion of those who come under this influence.
in the reduced translation from English.