11 incredible psychological tricks to get people to

do what you want

(Star Wars / Lucasfilm)
Pull your own Jedi mind trick.

You don’t need to be the CEO to get people to listen to you.

Psychological research suggests there are plenty of ways to get people to do what you want — without
them even realizing you’ve persuaded them.

We’ve rounded up 11 science-backed strategies for getting people to like you, to buy stuff, and to give
you what you’re after.

And when you’re thanked for helping out. “Of course. cited in the book “You Are Not So Smart. you help someone with something they need so they feel obliged to return the favor. Help advance someone’s goals to get them to do you a favor. behavioral economist Dan Ariely explains the “decoy effect” using an old Economist advertisement as an example. 3. One study. Tweak the environment to get people to act less selfish. This tactic could potentially work when you’re bargaining with someone — instead of meeting in a conference room. consider convening in a coffee shop so your partner is less inclined toward aggression. it’s what partners do for each other.” instead of “no problem. often unconsciously. consider adding a third option whose only function is to make the “expensive” product look more enticing. 1.” found that participants playing the ultimatum game opted to keep more money for themselves when they were seated in a room with a briefcase. In his TED Talk. the business-related objects may have elicited competitiveness. if you’re having trouble selling the more expensive of two products. 2. . The ad featured three subscription levels: $59 for online only. $159 for print only. Ariely figured out that the option to pay $159 for print only exists so that it makes the option to pay $159 for online and print look more enticing than it would if it was just paired with the $59 option. Even though none of the participants were aware of what had happened. Use a “decoy” option to get people to buy your product. Cialdini advises saying something like.” so they feel like they’re expected to do the same for you.All of them will leave you feeling more powerful. a leather portfolio. Basically. and $159 for online and print. In other words. “Priming” is a powerful psychological phenomenon in which one stimulus produces a particular response to another stimulus. and a fountain pen than when they sat in a room with neutral items. Psychologist Robert Cialdini says one way to influence people is to invoke the reciprocity norm.

4. you should speak faster so they have less time to process what you’re saying.(Flickr / Luke Redmond) Copy your partner's body language to make them like you. try subtly mimicking the way they’re sitting and speaking — they’ll probably like you more. The strangest part of this phenomenon is that it happens largely unconsciously — most participants in the “chameleon effect” study weren’t even aware that they were being copied. Mimic people’s body language to get them to like you.Research suggests that when someone disagrees with you. Scientists call it the “chameleon effect”: We tend to like conversation partners that mimic our postures. 5. The next time you’re trying to impress a hiring manager or the object of your affection. mannerisms. and facial expressions. . Speak quickly to get an argument opponent to agree with you. How you communicate your ideas can be just as important as the substance of your argument.

and so they just accept the idea that the price is a deal. That way. In the DTR scenario. Yet someone who’s tired or distracted will likely be less critical. 6. Display an image of eyes to get people to behave ethically. 7. . Ask people for favors when they’re tired to get them to cooperate. While trying to figure out how many dollars 300 pennies comes out to. they told people it was 300 pennies for eight cards. DTR helped them make twice as much money as when they simply told people they were selling eight cards for $3.On the contrary. An alert mind may express some doubt when approached with a request. 8. they’ll be drained from the day’s tasks and won’t have the mental energy to realize that the project will probably take up more of their time. and will simply accept what you say as true. One study found that when experimenters went door-to-door selling note cards for charity. they tend to behave ethically. (Flickr/Adam) When people feel like they're being watched. “which is a bargain. it helps to speak more slowly.” Researchers say that DTR works because it disrupts routine thought processes. when you’re delivering an argument that your audience agrees with. So if you’re planning to ask a coworker to help out with a project that will supposedly only take an hour. it’s best to ask at the end of a workday. people are distracted. The “disrupt-then-reframe” technique is a sneaky way to get people to cooperate. so they have time to evaluate the message. Confuse people to get them to comply with your request.

. if you’re trying to sell a car. “I want $1.000. Scare people to get them to give you what you need. “I’ll give you my car for $1. That’s possibly because their cognitive resources were occupied thinking about the potential danger they encountered.000 for the car. you should say. and using a noun reinforces their identity as a member of a specific group. research suggests you should emphasize to your partner what they’re about to gainas opposed to what they’re losing. While negotiating. Research suggests that people who experience anxiety and then a sense of relief usually respond positively to requests afterward. people were asked two versions of the same question: “How important is it to you tovote in tomorrow’s election?” and “How important is it to you to be a voter in tomorrow’s election?” Results showed that participants in the “voter” condition were more likely to cast their ballots the next day.In one study. For example. you’ll persuade your partner to see things from a different perspective. it helps to give people the impression that they’re being watched.” That way. so they had fewer resources left to think about the request that was just posed. For example. In one study.” instead of. and they’ll probably be more likely to concede. 10. Whether you’re trying to prevent littering or encourage people to return the books they borrow from the office library. people who heard an invisible policeman’s whistle while crossing the street were more likely to agree to complete a questionnaire than people who didn’t hear anything. people were more likely to clean up after themselves in a cafeteria when they saw an image of eyes than when they saw an image of flowers. 9. That’s likely because people are driven by the need to belong. 11. Focus on what your bargaining partner is gaining to get them to agree to your offer. Use nouns instead of verbs to get people to change their behavior. The study authors say that eyes typically indicate social scrutiny.