Robert Cialdini, "Psychology eziphembelela": imigaqo esisiseko

Kule mihla, abantu abaninzi baba lixhoba lokuphangwa, okanye abo bazama ukuba bathengise ngazo imveliso okanye inkonzo. Ukuba neentlobano kwimarike yanamhlanje onyanzelisa nabathengisi, ukuba asebenzise izixhobo ezahlukeneyo kunye namacebo zengqondo ukutsala ngabathengi.

Konke oku ukuxhaphaza, okanye ubugcisa bokucenga. Abanye abantu basebenzisa ezi zakhono ukufezekisa iinjongo ezinqwenelekayo, ngoxa abanye, phezu koko, ukuze ukwazi ukuveza izibambo. Ukuze ukuba kufuneka uthenge into akuyomfuneko ngokubanzi.

Robert Cialdini, "Psychology yempembelelo"

UNjingalwazi Robert Cialdini waphuma ukufumana isizathu sokuba umntu sengozini kwempembelelo emandla, nendlela abanye abantu ingaphatha kwiimeko ezahlukeneyo. izifundo zakhe ubukho kangangeminyaka emininzi, yaye ngenxa yoko, wafumanisa ukuba le ndoda ingaphinda akholwe nabani na nantoni na, yaye kusetyenziswa iindlela eziphambili ezintandathu ezifanelekileyo izihlandlo ezahlukeneyo. Kwelinye icala, besazi namaqhinga ke ezandleni, unako ukuphepha iimpembelelo kwi psyche lwabo.

Ngenxa yoko, le ncwadi leembono ezibhaliweyo. Robert Cialdini, "Psychology kwempembelelo" - sisixhobo ebalulekileyo abo abafuni sinikezele isicelo sobabalo nabakhohlisi bafuna ukuthengisa imveliso ngexabiso enhle. "Psychology kwempembelelo" kucingelwa ukuba isixhobo best uqeqesho kulawulo kunye Social Psychology. Le ncwadi iprintwe izihlandlo ezine, ukujikeleziswa yayo lidlule a kwesiqingatha sesigidi iikopi.

Kweli phepha, zihlangene isimbo kunye nokufikelela lula ukuba abaninzi feed eziphathekayo. Kodwa le ncwadi ngumsebenzi kakhulu yenzululwazi, leyo wenza uhlahlelo iindlela lokukhuthazwa nokwenziwa lolwazi kunye nokwenziwa kwezigqibo.

Robert Cialdini, "Psychology kwempembelelo": thengiso lwenguqulelo kunye nezemfundo

Uhlelo lokuqala lale ncwadi zilungiselelwe umfundi ngokubanzi. Ngenxa yesi sizathu, uprofesa wazama ukwenza umsebenzi wabo ifikeleleke ngakumbi ukuze ziqhele. Version senzelwe amaqela okufunda, nayo ebhaliweyo ngesimbo lula, kodwa esongezelelwe ubungqina, izigqibo kunye nezindululo ezisekelwe kwiziphumo zophando engqondweni. Le ncwadi, eyabhalwa ngu Robert Cialdini, "Psychology yimpembelelo", ukubuyekeza ootitshala kunye nabafundi bafumana HIV kuphela. Oku nje elinye hlelo ingentsimi ezithandwayo bengqondo, ngumsebenzi kakhulu yesayensi.

Version Educational kunokuba luncedo xa kusenziwa, ngelixa ufunda incwadi kuthatha abantu banandiphe ngokwenene. kanye kwakhona Oku kuqinisekisa ukuba iinkcukacha zenzululwazi zinganikezelwa ngendlela yokuba kubonakala kulula ukuba kwetyiswe, kuluncedo kwaye efanelekileyo. Nguwuphi kwenziwa ngu Robert Cialdini. "Psychology kwempembelelo" ncwadi enjalo - a luncedo noluqondakalayo.

Imigaqo esisiseko yempembelelo

1. Umgaqo umahluko. Oku ezisetyenziswa kunxibelelwano kwaye isebenza kwezinye iintlobo okuqonda. into ethile okanye into ibonwa ngokwahlukileyo ngokuxhomekeke lwenzeke ukuqhagamshelana naye. Umzekelo, uyakwazi kuqala ukuthengisa into eninzi kunene, yaye ke sinikele ukulayisha imveliso cheap, kodwa enye kwenye. Le nguqu ubotshiwe ukuba.
2. Umgaqo exchange efanayo. lwezazi Umbulelo cinga indlela ekhethekileyo olulungisiweyo zabantu oluntu. Kodwa akubi njalo, umphumo uya kuba emihle. Njengokuba uthi Robert Cialdini, psychology of nempembelelo yale hlobo kunokubangela yokutshintshana ukungalingani. Ngenxa yoko, amalungelo bamele elincinane, uze ke kufuneka benze isithembiso apho bonke yaye kwaqaliswa.
3. Umgaqo "yokukhanyela-iyindawo." Esi sicwangciso kubandakanya nezibonelelo ligqithiselwe koko kuthi. Xa eli cebo wokuqala umgaqo ezimbini ezidibeneyo: ukwabelana kunye umahluko.
4. Umgaqo ukuzibophelela kunye guquki. Ezinye kwengqondo bakholelwa ukuba intshukumisa ephambili zokuziphatha kwabantu ngumnqweno ukuze ungqinelane. Ngoko ke, kufuneka ukuba badumise umgangatho yabantu abathile, ukuba sifuna ukuba kuthi ngenxa babonise zabo. Ngenxa yesi sizathu, ixesha abasebenzi becelwa ukuba bazibekele usukelo ngamnye.
5. Umgaqo lokwaluka. Le ndlela iquka iimvavanyo olumanyanisa abantu ophumelele esuthwini. Abantu abanjalo bengasekho uyazixabisa ubulungu kwabo kuluntu okanye ukubangela. Ngelo xesha linye kubalulekile ukuba ukukhethwa yenziwa ngaphandle konxinzelelo. Izoyikiso, ukunyoba, umdla kule meko kuphela ingumqobo.
6. Umgaqo "ukuphosa ephantsi ibhola" okanye "unyawo emnyango." Ukuze siqonde indlela esi sicwangciso unganikeza umzekelo. E China, amabanjwa American emfazwe kwanyanzeleka ukuba babhale iingxelo ukuba imigaqo lwentando yesininzi abafezekanga. Ngenxa yoko, baza baqubuda ephambili intsebenziswano, nto leyo ke lakhula laba lokungcatsha. Leyo yeyona njongo ephambili - ukukholisa kuthenga nantoni na, ukuze sibe amadimoni.