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  3. Getting other people to do what you want them to do is an art and a science that you must master if you want to succeed in this

Getting other people to do what you want them to do is an art and a science that you must master if you want to succeed in this

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问题     Getting other people to do what you want them to do is an art and a science that you must master if you want to succeed in this era of rapid change, teaming, decentralized controls and doing more with less. And it does not really matter if you are a manager, sales professional or home executive. The following are some powerful principles, or you can call them laws, that will help you persuade and influence other people.
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    People who are liked generate affection and good feeling. And people who feel good about themselves are more likely to comply with your wishes. The epitome of this law is our 26-year-old daughter Nicole, who has this innate charisma, personal magnetism, or whatever you want to call it, that gets people to like her—even fall in love with her—after just a short time. For example, when we picked Nicole up from the airport the other day, she was saying farewell to another passenger as if it was one of her life-long friends. In fact, Nicole had spent less than two hours sitting next to someone she had never met before. As a result Nicole has the largest most powerful network of any person I have ever met. And that network is always eager to help Nicole in any way they can. 42.______
    It seems so simple, yet so powerful. If you want more of something—may it be love, money, or trust—you have to give it before you get it. Charities figured this out a long time ago. They found that by including a little gift with their solicitation letter—such as personalized address labels—they could almost double the response rates. What works for charities will also work for you. For example, I have found the way I get more trust, love and joy, is to give it first. The result, I’ve enjoyed an exceptionally positive marriage to Marcela for over 33 years.
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    Getting someone to voluntarily commit to a course of action, getting him/her to put that commitment in writing and making it public will dramatically increase your ability to not only persuade someone, but also actually have them follow through. Teachers who establish learning contracts with their students, as well as managers and parents who ask for volunteers instead making assignments, all reap the benefit from this law.
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    People who are perceived as experts have a greater ability to persuade others. Robert Cialdini, Professor of Psychology at Arizona State University, reported in an October 2001 Harvard Business Review article that most hospital stroke patients tended to abandon the exercise routines prescribed by physical therapists. Interviews revealed that patients were familiar with the credentials of their physicians—whose instructions they tended to comply with—but they knew very little about the qualifications of the physical therapists. The remedy: display academic diplomas and certificates of the physical therapists in the exercise room. The result; exercise compliance increased by 34%.
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    Any time you see a "limited time" , "one-of-a kind" , "act now" offer, you are face to face with this law. Study after study has demonstrated that which is less available is perceived as more valuable. Recall how you felt when you negotiated—let’s say it was to purchase a car—and the sales person invoked the "take-away" gambit by telling you that the quoted price is only available today. All of a sudden the price seemed so much lower than it really was. You can take advantage of this law by highlighting the exclusivity of an offer or opportunity. For example if you are a manager, you can let people know that only five top achievers will be selected to be on a certain team, or that only those who demonstrate a certain level of performance during the next six months will be selected for training.
    According to the article in the October 2001 issue of the Harvard Business Review by Robert Cialdini , these laws are based on " deeply rooted human drives and needs" , which have been substantiated in over five decades of scientific investigations. And most importantly—based on my own consulting and coaching experiences—they work.
[A] People are more likely to heed the advice of experts.
[B] Whatever you give is what you are going to get.
[C] Similarities establish a positive bond with others.
[D] People want more of what they can’t have.
[E] People like people who like them.
[F] People are more likely to do what they commit to.
[G] Physical and mental health matter a lot.
选项
答案A
解析 本段开头就指出：被认为是专家的人更容易说服他人。接着用例子说明这一点：中风病人不听从物理治疗师的建议做常规的恢复训练，反而往往听从内科医生的医嘱，原因是病人非常熟悉内科医生的证件，而对物理治疗师的资格证件却知之甚少。通过在病人训练室里摆放物理治疗师的文凭及证书，顺从训练的病人增加了34％。由此可知，本段主要是在讲“人们更容易关注专家的建议”，故本段的小标题应选A。
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