Awkward Silence.

令人尷尬的沉默。

When trying to persuade someone, you are basically negotiating with them. They are stuck in their ways, and you want them to do things your way.

當你試著去說服某個人的時候，你其實是在和他們商討。他們沉陷在他們的方法之中，而你想要他們按照你的方法去做事。

In negotiations, you sometimes need to break someone down and get them to negotiate with you. Persuasion works the same way. You need to break them down and if you do that they will start considering what you say.Awkward silence does the trick. People do not like being uncomfortable. If you make someone feel uncomfortable, they will most likely speak up. When they do they will almost always ask a question. Once they do, the breakdown process begins.

在商榷過程中，你有時候需要制止住某人，使他們與你商討。用樣地，說服也是同等道理。你需要制止他們，因此他們就會開始考慮你所說的。令人尷尬的沉默非常有用，人們不喜歡不舒服的狀態。如果你讓某個人感覺到不舒服，他們將很有可能表民田他們的看法。但他們開始表明看法時，他們通常會追著一個問題不放。一旦他們這么做，那么制止進程開始了。

I know this sounds crazy, but I use it all the time and it works.

我知道這聽起來有點瘋狂，但我一直用這個辦法并且很有效。

What is the greatest persuasion tactic to use?

怎樣說服別人最有效？

Reciprocity is frighteningly persuasive. We are programmed to give something back to someone when they have given something to us. Sales people use this tactic all the time. That little free sample is not free. It tells our brain that we owe the person something in return. This sets up up to give something back which can be worth a lot more than the item which we received.

互惠性是非常有說服力的。我們通常在別人贈與我們東西后也會回饋東西給他們。銷售人員經常使用這樣的手法。小小的免費樣品其實并不免費，它在告訴我們，我們欠了別人東西需要贈還。通常我們贈還的東西往往比我們收到的東西價值還高。

Here is an example:

舉個栗子：

You are sitting at lunch with an out of town client. The check arrives and you both reach for it. He gets to the check first and you say: “Let me pay for the meal”, and the client says: “No, I will pay for it and you can get it next time I am in town”.

你和一個鄉下的顧客一起吃午飯。賬單來了你們幾乎同時拿到。他搶著去付款，你說：“讓我來吧,”這個顧客說還是我來吧，下次你來。

Even though you appreciate it, something bothers you internally. A week later the client calls you for a favour that is not included in the contract that you would not normally say yes to, and you say yes without thinking of it because the reciprocity principle has set up unconsciously in your brain that you owe him something, and therefore you are compelled instinctually to do that.

即使你覺得很感激，但偶爾會擾亂你的心神。一周后，那位顧客向你索要了優惠，而這些并不包含在合同里面。但你一定會答應，因為互惠原則提醒你你欠他某些東西，因此你不得不這么做。

Awkward Silence.

令人尷尬的沉默。

When trying to persuade someone, you are basically negotiating with them. They are stuck in their ways, and you want them to do things your way.

當你試著去說服某個人的時候，你其實是在和他們商討。他們沉陷在他們的方法之中，而你想要他們按照你的方法去做事。

In negotiations, you sometimes need to break someone down and get them to negotiate with you. Persuasion works the same way. You need to break them down and if you do that they will start considering what you say.Awkward silence does the trick. People do not like being uncomfortable. If you make someone feel uncomfortable, they will most likely speak up. When they do they will almost always ask a question. Once they do, the breakdown process begins.

在商榷過程中，你有時候需要制止住某人，使他們與你商討。用樣地，說服也是同等道理。你需要制止他們，因此他們就會開始考慮你所說的。令人尷尬的沉默非常有用，人們不喜歡不舒服的狀態。如果你讓某個人感覺到不舒服，他們將很有可能表民田他們的看法。但他們開始表明看法時，他們通常會追著一個問題不放。一旦他們這么做，那么制止進程開始了。

I know this sounds crazy, but I use it all the time and it works.

我知道這聽起來有點瘋狂，但我一直用這個辦法并且很有效。

What is the greatest persuasion tactic to use?

怎樣說服別人最有效？

Reciprocity is frighteningly persuasive. We are programmed to give something back to someone when they have given something to us. Sales people use this tactic all the time. That little free sample is not free. It tells our brain that we owe the person something in return. This sets up up to give something back which can be worth a lot more than the item which we received.

互惠性是非常有說服力的。我們通常在別人贈與我們東西后也會回饋東西給他們。銷售人員經常使用這樣的手法。小小的免費樣品其實并不免費，它在告訴我們，我們欠了別人東西需要贈還。通常我們贈還的東西往往比我們收到的東西價值還高。

Here is an example:

舉個栗子：

You are sitting at lunch with an out of town client. The check arrives and you both reach for it. He gets to the check first and you say: “Let me pay for the meal”, and the client says: “No, I will pay for it and you can get it next time I am in town”.

你和一個鄉下的顧客一起吃午飯。賬單來了你們幾乎同時拿到。他搶著去付款，你說：“讓我來吧,”這個顧客說還是我來吧，下次你來。

Even though you appreciate it, something bothers you internally. A week later the client calls you for a favour that is not included in the contract that you would not normally say yes to, and you say yes without thinking of it because the reciprocity principle has set up unconsciously in your brain that you owe him something, and therefore you are compelled instinctually to do that.

即使你覺得很感激，但偶爾會擾亂你的心神。一周后，那位顧客向你索要了優惠，而這些并不包含在合同里面。但你一定會答應，因為互惠原則提醒你你欠他某些東西，因此你不得不這么做。