#原文笔记

作者简介

《[[影响力]]》是心理学和管理学专业学生的必读书，是《财富》杂志鼎力推荐的“75本商业必读书”之一、是亚马逊推荐的“人生必读100本书”之一，也是巴菲特和芒格向他们的股东推荐的唯一一本书。

说服他人的6大原则，即互惠、喜好、社会认同、权威、稀缺、承诺与一致。

无论是政治领域还是职场，只要学会在不同的场合灵活使用不同的影响力策略，你便能成功赢得他人的支持。

序

如果你想让事情保持现状，那事情就必须改变。

即如果受众相信沟通者跟自己有着共同且有意义的个人或社会认同，就更容易被沟通者的说服诉求所打动。

前言

到底是什么因素让一个人向另一个人说“行”？哪些技术最有效地利用了这些因素，使人们产生了顺从心理？我想搞清楚，为什么相同的请求，按某种方式说出来会遭到拒绝，稍微换种方式说结果却会不一样呢？

我们最常采用的手段是参与式观察（participant
observation）。参与式观察是一种由研究者充当各种间谍的调研方法。研究者会利用一个伪装的身份，捏造一套意图，渗入感兴趣的环境，成为所调查群体里的一员。

互惠、喜好、社会认同、权威、稀缺、承诺与一致、联盟的社会功能

值得注意的是，我提出的7大原则中，并不包括物质利己主义的简单原则，即人们希望通过自己的选择得到更多，付出更少。

如果培养关系是当务之急，互惠、喜好和联盟最为适用；如果减少不确定感最为重要，那么社会认同和权威原则最适用；倘若激发行为是基本目标，那么用到的原则就是承诺与一致原则与稀缺原则。

按一下就播放

固定行为模式的基本特点是：构成模式的所有行为每一次几乎都是按相同的方式、顺序发生的。

我们在请别人帮忙的时候，要是能给出一个理由，成功的概率会更大。

“因为”暗示了理由，而人们总是希望自己的行动有理由。

人类的自动行为模式往往是后天习得的，并不是天生的，它比低等动物固定步骤的模式更灵活，并可对大量的触发事件做出反应。

真正想买好东西的人对价格低的东西是看不上眼的。我相信，除了“东西贵＝质量好”的原则之外，在我们的思维里，“便宜无好货”的原则也是适用的。

把赌注押在抄捷径上

而就长期而言，综合他们过去、未来整整一辈子遇到的所有情况，把赌注押在抄捷径上却可能是最为理性的方法。

如果人们不熟悉一种产品或服务，就尤其可能会套用“贵=好”的原则。

我们不是先思考专家的论点，看看值不值得相信，而是直接忽视论点，仅仅因为专家是“专业人士”，就选择相信他们。这种在某种环境下机械地回应某一信息的倾向叫作自动化反应或“按一下就播放”式反应；对所有相关信息进行彻底分析后做出反应的倾向，则叫作可控式反应。

只有在人既有欲望也有能力的时候，才会以深思熟虑的可控方式做出反应。

自动响应在我们生活中有极大的必要性和存在价值。除非人们有仔细检查输入信息的动机和能力，否则他们就会依赖直观判断来对信息做出反应。

渔利的奸商

雄性容易受强大的交配信号迷惑，连人类也不例外。

人们往往会相信或去做自己身边人相信以及正在做的事。

缺少细节。人很难描述自己没有真正体验过的东西，这就是为什么假评价往往只会做整体性的赞美，而不会深入具体细节。

近年来的研究表明，为一种商品打上“原价×××元；现价×××元”的标签，这种促销手法的效果极佳。

以柔克刚

人类在认知方面有个原理，叫“对比原理”。当两样东西一前一后地展示在你面前时，我们要怎样看待其间的区别，对比原理又会对我们产生怎样的影响。简单地说，要是第二样东西跟第一样东西相当不同，那么，我们往往会认为两者的区别比实际上要大。

基于先前所发生事件的性质，相同的东西，即常温的水，会在之后显得极为不同。

售货员先展示昂贵的物件对他们更有利；不这么做，不仅会白白放弃对比原理造成的影响，还会使这一原理掉转枪口，对准他们自己。先拿出便宜的东西，再拿出昂贵的东西，会使昂贵的东西显得更昂贵，而这定会给大多数销售组织造成不良后果。

诀窍在于，要单独地提出各个选项，这样每一项的小价目跟已经确定的大数目比起来就会不值一提。

本章小结

知觉对比是把两种不同事物之间的差异看得比实际上更大的倾向，是一些说服专业人士（销售、广告商等）喜欢利用的影响力杠杆。

第2章 互惠

这条原则说，要是人家给了我们什么好处，我们也应当尽量回报。

深刻烙印在脑海中的互惠原则及伴随其而来的亏欠还债感，在人类文化中十分普遍。

互惠是人类行为的驱动力。

有充分的证据表明，随着时间的推移，日常恩惠会随着时间的流逝让人失去亏欠感。有一组研究甚至发现，在施恩行动完成之前，受惠者对施恩者最为感激。

这个故事还给了我们更大的启发，即不要轻视小事情，它一旦跟生活中的大原则，如互惠原则联系起来，照样做得了大文章。

互惠原则怎样起作用

互惠原则能用作获取他人顺从的有效策略，原因之一在于它的效力实在是太强了。有些要求，要是没有亏欠感，本来是一定会遭到拒绝的。可靠着互惠原则，你很容易让别人点头答应。

互惠原则效力之强，压倒了通常会影响顺从决策的另一个因素，即是否喜欢提出要求的人。

所以，如果你刚刚因为帮了别人一把而收获感谢，请别说“没什么大不了的”“别想太多”“我对谁都会这么做”一类的老套客气话，这样只会削弱互惠原则带来的影响力。相反，你最好保留（应得的）影响力，不妨这么说：“如果我们的立场互换，我相信你也会这么做。”由此带来的好处应该相当可观。

利用一份小礼物，促使目标答应本来会拒绝的请求。

在谈判中，一方的主动帮助能让另一方更愿意进行合作以回报善意，哪怕这样做会违背后者的经济利益。

免费样品的真正妙处在于，它同时也是一份礼物，能把互惠原则应用起来。推销的人提供免费样品，表面上不过是为了让消费者知晓他们的商品，暗中却是把礼物天然具备的亏欠感给释放了出来，这完全是借力打力、四两拨千斤的柔道手法。

尽管互惠原则的力量已不容小觑，但如果提供的礼物是根据接受方当前的需求、偏好量身定制的，即个性化的，那么它还能产生更大的力量。

正是因为“纠正失误”是一种量身定制的行为，它才代表了个性化的礼物或服务。这一特点撬动了运用互惠原则的杠杆，使我们得以理解为什么失误反而带来了更高的满意度和忠诚度。简而言之，没碰到问题的人，或许不如“碰到问题但又得到了解决”的人感觉那么好。

社会上有着强大的文化压力，让你收到礼物后要还礼，哪怕这份礼物你并不想要；可社会并没有强迫人们购买不想要的商品。

伴随互惠原则出现的亏欠感，并不仅限于最初提供和接受援助的个体，该个体所归属的群体中的其他成员也会受到影响。

在互惠原则当中，最初让他人产生亏欠感的行为，以及缓解亏欠感的回报行为，都可以由最初的发起者来选择，这样一来，那些打定主意要利用互惠原则的人就能轻易地操纵我们，让我们完成一种不公平的交换。

违背互惠原则，接受而不试图回报他人善举的人，是不受社会群体欢迎的。

在家庭或稳定的友谊这类长期关系中，纯粹的互惠交换并无必要，也不受欢迎。

互惠原则的两个特征：它不仅能激发不对等的交换，还可发起持久存在的社会安排。

互惠式让步

第一，面对接受的善意，我们感到有义务偿还；第二，倘若有人对我们让了步，我们便觉得有义务也退让一步。

互惠原则通过两条途径来实现互相让步。第一条很明显：它迫使接受了对方让步的人以同样的方式作出回应；第二条尽管不那么明显，但更为关键：由于接受了让步的人有回报的义务，于是人们都乐意率先让步，从而启动有益的交换过程。

假设你想让我答应你的某个请求，为了提高获胜的概率，你可以先向我提一个大些的要求，对这样的要求，我保准是要拒绝的，等我真的拒绝以后，你再提出一个稍小的要求，而这个要求才是你真正想提的。倘若你的要求设置巧妙，我会把你的第二个要求看成是一种对我的让步，并有可能感到自己这一边也该让让步，于是最终顺从你的第二个要求。

拒绝-后撤策略，即先提出较大的要求，遭到拒绝后再提出较小的真正要求

回报小恩惠的亏欠感会随着时间的流逝而衰减，这一道理也适用于回报小后撤的亏欠感。

通常情况下，使用拒绝-后撤策略也调动了对比原理。最初较大的数额让第二次较小数额的加薪请求显得像是后撤，还让它的数目显得更小了。

两相结合，互惠原则和知觉对比原理就能产生一种令人生畏的强大力量。拒绝-后撤策略便是把它们捏在一起，发挥出惊人效用的。

实验证明，就算考虑到将来的合作，拒绝-后撤策略也仍然更胜一筹。

拒绝-后撤策略似乎不仅会刺激人们答应请求，还会鼓励人们切身实践承诺，甚至人们还会自愿履行进一步的要求。

从一个极端的立场开始，接着退回一个温和的立场，比一开始就从温和的立场开始并坚持到底更有效。

如何防范

我们真正的对手是互惠原则，要想不受它蹂躏，我们必须采取措施，化解它的威力。

倘若别人的提议我们确实赞同，那就不妨接受它；倘若这一提议别有所图，我们就置之不理。

善意自然应当以善意回报，可对销售策略却没这个必要。

本章小结

第一，互惠原则极为强大，通常情况下会影响决定人们是否顺从他人要求的因素，人们都不是它的敌手；如果礼物、好意或服务是个性化的，或是根据接受方当下偏好或需求量身定制的，这条原则尤其有效。第二，即使最初的恩惠是强加于人的，该原则也照样管用，这样一来，我们就没法主动决定自己愿意欠谁的人情了，因为选择权已经落到了他人手里。第三，该原则能推动不平等的交换，为了消除令人不安的亏欠感，人们往往会答应一个比先前所得人情大得多的要求。

第3章 喜好

我们大多数人总是更容易答应自己认识和喜欢的人所提出的要求。

要想改变感觉，就要用其他的感觉来抵消它；对科学传播工作者来说，喜好是一种能够抵消其他感觉的有用感觉。

通过喜好赚钱

在决定是否购买该产品时，社会纽带的影响比对产品本身的好恶强两倍

研究表明，是社交联系的质量而非实体产品的质量决定了特百惠聚会上的购买行为。

只要客户承认自己喜欢某件产品，就可以向他施加压力，问他还有哪些朋友可能会喜欢这种产品。之后销售人员就去找他的朋友们，他的朋友们又推荐其他朋友，其他朋友再推荐更多的潜在客户，如此形成一条“无穷链”。

我喜欢你的理由

光环效应指的是，一个人的某个正面特征就能主导其他人看待此人的眼光。

长相好看的人更容易在需要的时候获得帮助，在改变听众意见时也更具说服力。

我们喜欢与自己相似的人，不管相似之处是在观点、个性、背景还是生活方式上，我们从小（小至9个月的婴儿）都有这样的倾向。

你可以通过一些简单的技巧让某人喜欢你：经常出现在他们身边以制造熟悉感；指出你们之间的相似之处，模仿他们的行为，帮他们一些小忙，表现出你喜欢他们。

对看似不一样的人，我们可以寻找并关注跟他们的相似之处，以消除对他们期待过低的错误。(10)

很明显，我们总会相信各种各样的赞美，而且还喜欢赞美我们的人

人类表达的赞美会刺激人们产生大量的喜好反应。

我们特别喜欢被人赞美奉承。

虽然接受奉承的人对真诚或者不真诚的赞美都容易相信，但不真诚的奉承是有代价的，旁观者会注意到其真实目的，并进而讨厌奉承者。

第二，找到并就你希望对方奉行不渝的地方做出真诚的赞美。

不要仅仅把保护者或老师等角色分配给对方，而是可以诚实地赞美那些表现出乐于助人、富有责任心等值得赞许的品质的人。

如果一个人通常的表现值得称赞（比如认真负责的同事经常早到为会议做准备，乐于助人的朋友经常为你的想法给予有益的反馈），那不光要称赞他的行为，还要赞美他所表现的特质。

通常，我们根本意识不到自己对某种东西的态度是受了先前接触它次数多少的影响。

谎言重复千遍就成了真理。

想引发不和简单得很，只要把被试分组，让他们自发形成小圈子意识；之后，再把他们混在一起，用竞争的火焰烤上一烤。这样不同群体之间的恨意就会像烧开了的水一样沸腾起来。

从竞争转向合作，是有可能让对手变成朋友的。

我们的任务不是要消除学业竞争，而是要打破它在课堂上的垄断地位，定期采用合作学习法，让各族群的学生都参与进来，并取得成功的结果。

第一，虽然接触带来的熟悉往往能导致更大的好感，可要是接触本身蕴含了让人反感的体验，就会适得其反。

糟糕的消息会让报信人也染上不祥。人们总是自然而然地讨厌带来坏消息的人，哪怕报信人跟坏消息一点关系也没有。

一个人诸如身体魅力这样的可取特征可以带来“光环效应”，观察者会认为具备这些特征的那个人在其他各方面也都很好。而现在的情况反了过来：带来坏消息的人似乎创造了一种与光环效应相对的“尖角效应”。

不管是好事还是坏事，只要跟我们偶然地联系在了一起，都会影响人们对我们的感觉。

关联原理能潜移默化地影响我们花钱的方式

把产品跟名人联系在一起，是广告商利用关联原理赚钱的另一种办法。

拉茨兰把这套手法叫作“午宴术”，他发现，人们对就餐期间接触到的人或事物会更为喜爱。

各种美好的东西都可以拿来替换食物的角色，把它们讨人喜欢的特质“出借”给人为地跟它们联系在一起的东西，如观念、产品和人民。

人们深明关联原理的奥妙，并会努力把自己跟积极的事情联系起来，跟消极的事情保持距离，哪怕他们并非事情的起因。

根据关联原理，倘若我们能用一些哪怕是非常表面的方式，比如我们的居住地，让自己跟成功联系起来，我们的公共形象也将显得光辉起来。

他们内心深处的个人价值感过低，没办法靠推动或实现自身成就来追求荣誉，而只能靠着吹嘘自己与他人成就的关系找回尊严。

如何防范

不去压抑好感因素产生的影响力，听凭这些因素发挥力量，然后用这股力量反过来对付那些想从中获利的人。

在我们做出顺从决定时，把提出请求的人和请求本身从感性上分开，这是很明智的。

本章小结

影响好感和顺从的第一点因素是外表魅力。

社会认同原则

社会认同原则。该原则指出，在判断何为正确时，我们会根据别人的意见行事。这一原则尤其适用于我们对正确行为的判断。

95%的人都爱模仿别人，只有5%的人能率先发起行动，所以，要想说服别人，我们提供任何证据的效果都比不上别人的行动。

如果人们认为信息（包括社会认同信息）不是用来说服自己的，就更有可能被这些信息所说服。

社会认同原则这样说，认为一种想法正确的人越多，持有这种想法的人就越会觉得它正确。

最佳条件

社会认同原则最适用的条件有三项：当我们不确定怎么做才最好时（不确定感）；当最佳做法的证据来自大量其他人时（从众）；当证据来自跟我们类似的人时（相似性）。

除了对特定环境的不熟悉，另一种不确定感来自我们对自己在某一问题上的既有偏好缺乏信心。

可我们很容易忘记，其他旁观该事件的人恐怕也正在寻找社会证据。因为我们所有人都喜欢装出一副镇定自若、从容不迫的样子，所以我们可能只是暗中瞟着周围的人，不动声色地寻找着证据。这样一来，在每一个人眼里，其他的人全都是镇定自若的，没打算采取什么行动。于是，在社会认同原则的作用下，人们会觉得这起事件没什么紧急的。

只要消除了不确定感，并且目击者们确信出现了紧急情况，那他们就很可能会出手相助。

旁观者群体没能帮忙，不是因为他们无情，而是因为他们不能确定。他们不帮忙，因为他们无法确定紧急情况是否真的存在，也无法确定此时是否需要自己采取行动。只要他们明确地意识到自己有责任插手干预紧急事件，他们便大有可能采取行动。

根据我们已经看过的研究结果，我建议是从人群里找出一个人来，盯着他，直接指着他说：“你，穿蓝夹克的那位先生，我需要帮助。请叫救护车来。”

在需要紧急救助的时候，你的最佳策略就是减少不确定状态，让周围的人注意到你的状况，搞清楚他们的责任。

社会认同原则的三大因素：有效性、可行性和社会接受度。

基于社会认同的信息的一个优势在于，它解决了“能否实现”这一不确定的问题。如果人们得知许多跟自己差不多的人都节约了能源，那这么做无疑是可行的，因为它显得现实且具有可执行性。

较之保持与集体相同的观点，持有出格观点会使人产生心理上的痛苦。

我们在观察与自己类似的人的行为时，社会认同原则能发挥出最大的影响力。

这是社会认同原则的一个病态例证：这些人根据其他陷入困境的人的行动，决定了自己该怎么做。

人们会效仿跟自己类似的其他人，尤其是在对自己不确信的时候

不确定感，这可是社会认同原则的左膀右臂！我们已经看到，人们在不确定的时候，会根据他人的行动来指导自己的行为。

影响力最强的领导者是那些知道怎样安排群体内部条件、让社会认同原则朝对自己有利的方向发挥作用的人。

负面事件效应

简而言之，劝导性沟通不可在信息里把不良行为渲染得过分普遍，反而让它变得“正常”起来。

与其仅仅依赖于现有的社会认同，不如通过未来社会认同的证据来达到同样目的。

趋势让我们知道了另一种特殊而有力的社会认同——未来的社会认同。

如何防范

面对明显是伪造的社会证据，我们只要多保持一点警惕性，就能很好地保护自己。

第一，我们似乎持有这样的假设：要是很多人在做相同的事情，他们必然知道一些我们不知道的事情。尤其是在我们并不确定的时候，我们很乐意对这种集体智慧投入极大的信任。第二，人群的反应很多时候都是错的，因为群体成员并不是根据优质信息才采取行动的，而只是基于社会认同原则在做反应。

权威高压的力量

在权威的命令下，成年人几乎愿意干任何事情。

盲目服从的诱惑和危险

服从权威人士的命令，总是能给我们一些实际的好处。

很多情况下，只要有正统的权威说了话，其他本来该考虑的事情就变得不相关了。

内涵不是内容

一旦处在“按一下就播放”的模式，只要拿出权威的象征就能将我们降服。

头衔比当事人本人更能影响他人的行为。

头衔除了能让陌生人表现得更恭顺，还能让有头衔的那个人在旁人眼里显得更高大。

在等级制组织中，享有权威地位的人会得到尊重对待，而没有权威地位的人则会得到无礼对待。

让权威更加可信

第二种权威，即在他人眼里见多识广非常有用。人们一般会很高兴，甚至会热切地渴望听从对自己正在从事的事情有更多知识的人提出的建议。

可信权威同时掌握了两种极具说服力的素质：专业知识和可信赖感。

如果沟通者在陈述一开始就早早提到自己的提议或观点的缺陷，而不是只描述优点、在陈述末尾才少许提到缺点甚至完全不提，受众会立刻认为他很诚实。采用这一介绍顺序的优点在于，听众产生信赖感之后，沟通者再提出自己观点的主要优势，前者会更容易相信。

只有在负面情况发生之后，“承认负面情况”策略才有效。

第一，如果真有需要承认的缺点，那应该在信息较靠前的地方就表现出来，这样，它带来的可信度便能为信息的其余部分提供吸引力。第二，在说服交流中，有一个可以呈现最有力论点或特征的点。在这个地方，缺点会显得不值一提，或至少显得没那么重要。

如何防范

解决这一问题的基本方法，就是提高对权威力量的警惕性。有了这种警惕性，再认识到权威符号伪造起来很容易这一点，当碰到有人试图用权威的影响力左右我们的时候，我们就会更为谨慎。

多想一想专家会不会因为我们的顺从而得到好处，我们就为自己又设立了一道安全网，防御权威不必要的影响。

第6章 稀缺

尤其是在存在风险和不确定感的条件下，人们更愿意去做出避免价值损失的选择，而不是选择去获得某种东西。

从进化的角度来看，“避免损失”优先于“获得收益”。有个理论可以解释这一点：如果人本来有足够的资源可以生存下去，这时，资源增加只不过是锦上添花罢了，但资源减少却可能致命。因此，在适应性进化中，人变得对损失极其敏感。

物以稀为贵

倘若瑕疵把一样东西变得稀缺了，垃圾也能化身成值钱的宝贝。

对失去某种东西的恐惧，似乎要比对获得同一物品的渴望，更能激发人们的行动力。

稀缺性不光适用于物品的数量，也适用于物品的特征或组成要素。从你的产品或服务里找出一种独特或不常见的要素，该要素从其他地方根本无法以同样的价格买到。接着，在此基础上诚实地进行营销，告诉买家如果错过了机会，就会丧失随之而来的好处。如果所售物品没有这样的特征，但它很可能拥有一套竞争对手无法匹敌的独特的组合特征。如果是这样，诚实地宣传该独特组合特征的稀缺性即可。

一样本来对我毫无吸引力的东西，仅仅因为以后恐怕看不到了，就立刻变得迷人起来。

稀缺——突出显示库存较低的品目。
社会认同——描述最流行、最热门的品目。
紧急（稀缺）——时间有限，通常带有倒计时。
让步（互惠）——为网站访客提供折扣。
权威／专业知识——告知访客可选的替代产品。
喜好——在网站上展示产品受欢迎的信息。

逆反心理

我们基本可以根据获得一样东西的难易程度，迅速准确地判断它的质量高低，因为我们往往不愿意失去质量高的东西

机会越来越少的话，我们的自由也会随之减少，而我们又痛恨失去本来拥有的自由。保住既得利益的愿望，是心理逆反理论的核心。

每当有东西获取起来比从前难时，说明我们拥有它的自由受到了限制，那么我们就会越发地想要得到它。

某类信息遭到禁止之后，我们无一例外地更想得到这种信息，相较被禁之前，我们会对其给出更有利的评价。

想让信息变得更宝贵，不一定非要封杀它，只要把它变得稀缺就行了。

当人们碰到一条信息，如果他们认为这是为了说服自己，就不太可能立刻接受它。

最佳条件

我们觉得新近变得短缺的东西更宝贵，还是一直就短缺的东西更宝贵？在饼干实验里，答案一目了然。较之一贯短缺，对从充裕变到短缺的饼干，人们的反应更为积极。

自由这种东西，给一点又拿走，比完全不给更危险。

参与竞争稀缺资源的感觉，有着强大的刺激性。

渴望拥有一件众人竞争的东西，几乎是本能的身体反应。

在碰到稀缺资源加竞争的魔鬼组合时，务必要小心谨慎。

如何防范

一旦在顺从环境下体验到高涨的情绪，我们就应该提醒自己，说不定有人在玩弄稀缺手法，必须谨慎行事。

喜悦并非来自对稀缺商品的体验，而来自对它的占有。

第一步，一旦我们觉得自己在短缺影响下产生了高度的情绪波动，我们就应该把这种波动当成暂停的信号。

本章小结

稀缺原则最适用于以下两种条件。其一，倘若物品是新近才变得稀缺的，它的感知价值会更高。也就是说，我们觉得新近受限的东西比素来受限的东西更宝贵。其二，当有人跟我们竞争时，稀缺资源对我们的吸引力最大。

第7章 承诺与一致

面对辞职奖金时选择留下还是离开，不仅是为了高效地识别出那些投入不足的员工，让他们把自己筛选出局，还有助于让那些主动选择留下的人变得更加忠诚。

一旦做出了艰难的选择，人们总会很乐意地相信自己选对了。

言出必行

保持并显得前后一致的动力，是一种威力巨大的社会影响力武器，它经常令我们做出明显有违自己最佳利益的行为。

一方面，信仰、言语和行为前后不一的人，会被看成是思路混乱、表里不一，甚至精神有毛病；另一方面，言行高度一致大多跟个性坚强、智力出众挂钩，它是逻辑性、稳定性和诚实的核心。

有时候，只要稍加思考，就能得出一连串显而不受人待见的该死答案。就因为这个，我们才懒得去思考。

承诺是关键

要是我能让你做出承诺，即选择立场、公开表明观点，就相当于帮你搭建好了舞台，促使你不假思索地自动照着先前的承诺去行事。只要立场站稳了，人们就自然地想要倔强地按照与该立场保持一致的方式去行事。

这种从小请求开始、最终要人答应更大请求的手法，叫作“登门槛”。

在接受琐碎请求时务必小心谨慎，因为一旦同意了，它就有可能影响我们的自我认知。它不仅能提高我们对分量更大的类似请求的顺从度，还能使我们更乐意去做一些跟先前答应的小要求毫不相关的事情。

发自内心地认同

要想承诺达到这样的效果，必须满足一定的条件：它们得是当事人积极、公开、经过一番努力后自由选择的。

行为是确定一个人自身信仰、价值观、态度以及他接下来想怎么做的主要信息源。

主动承诺似乎能给予我们用来塑造自我形象的合适信息，而自我形象又能塑造人们将来的行为，使之起到巩固自我形象的作用。

更重要的是，书面承诺能说服其他人：写这份东西的人，真心相信自己写下来的事情。

一方面，人们内心有压力要把自我形象调整得与行为一致；另一方面，外部还存在一种更为鬼祟的压力，人们会按照他人对自己的感知来调整形象。

定下目标，把它写下来。无论你的目标是什么，关键是你定了这个目标，这样你就有了努力的方向。接着，把它写出来。把东西写下来，有种非凡的力量。所以，定下目标，把它写下来。等你达到了这个目标，再定另一个，也把它写下来。这样，你会进步如飞的。

个人承诺是预防客户撕毁合同的一种重要心理机制。

每当一个人当众选择了一种立场，便会产生维持它的动机，因为这样才能显得前后一致。

人们会更忠于自己的公开决定

逆反理论认为，如果人们在认为是否采取行动代表了自己的一项重要自由的观念下，感受到了外部要其采取行动的压力，就不太可能采取行动。

为一个承诺付出的努力越多，它对承诺者的影响就越大。

“费尽周折才得到某样东西的人，比轻轻松松就得到的人，对这件东西往往会更为珍视。”

团队成员的忠诚和奉献精神，能极大地提高团队的凝聚力和生存概率。

只有在认为外界不存在强大的压力时，我们才会为自己的行为发自内心地负责任。

一来，内心变化一旦出现，就跟当前的环境不挂钩了，它能涵盖所有相关的环境；二来，变化能发挥持久的作用。

个人承诺能建立起一套自圆其说的系统，能为最初的承诺找到新的理由。

承诺一旦做出，就会开始长出腿来支撑自己。

如何防范

面对一样东西，我们总是先体验到感觉，过上短暂的一瞬间之后，才能将之理性化。

“我们”的力量

那些属于“我们”群体内的人，会得到更多的认同、信任、帮助、喜好、合作、情感支持、宽容，甚至获得更美好的评判：比如更具创造力、更有道德心、更富人情味。

人们倾向于顺从他们认为属于自己群体的人。

在大脑中，感受社会排斥带来的伤痛跟感受身体的伤痛一样，使用的是同样的脑区。

如果人们对某个群体有着强烈的身份认同感，就会更乐于遵循该群体的规范，哪怕他们知道这些规范与现实脱节。

我们观看比赛，并不是因为它固有的表现形式或艺术意义，而是我们投入了自我。

第三种是“伙伴关系提升”法，即在意识上突出两人的个体身份已融合为“伴侣”，它的成功率极高。说服方只需要使用“我们”或“我们的”这样的措辞，并提及两人共同的感受、在一起度过的时光（比如，“你知道，我们在一起很久了，我们彼此关心；如果你能为我们这么做，我会很感激”），就能达到理想的效果。研究结果表明，只有这一类说服者在另一方身上实现了自己想要的改变。

联盟1：身心合一

不管是在家里还是家外，人们都会用相似性来判断基因重合，并偏爱与自己重合度更高的人。

如果父母们希望孩子培养起广泛的慈悲心，不妨参考他的经历：让孩子在家里接触到来自不同背景的人，并像家人一样对待他们。

联盟2：行动合一

说服沟通选用的思维模式，应该跟受众的思维模式相搭配，这才是最重要的教训。

纵观人类历史，共同的痛苦一直是一种黏合剂，将身份融合到基于“我们”的情感联结当中

管理者越是认为项目的成功缘于自己，也就越是认为项目的成功和手下员工的能力密不可分。

跨群体大联盟

最后一种值得强调的能产生联盟感的做法是采用对方的观点，即让自己站到对方的立场上去想象那个人在想些什么、有什么感觉，或正在经历些什么。

人类的认知组织方式会让我们会把最容易接触到的态度视为对自己最重要的态度。

原始的自动反应

很多时候，我们在对某人或某事做判断的时候，并没有用上所有可用的相关信息；相反，我们只用到了所有信息里最具代表性的一条。

靠着成熟而精密的大脑，我们建立了一个信息繁多的快节奏复杂世界，使得我们不得不越发依赖类似动物的原始反应方式来应对它。

捷径应受到尊重

简而言之，我们要采取一切合理的方法，如抵制、威胁、对峙、谴责、抗议，来报复以刺激我们的捷径反应为目的的虚假信号。

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