Page 61 - Was Menschen wirklich wollen Lese-PDF für Biblets

Vogelhuber, Scheelen - What people really want

has a tendency to reciprocate (see http://deacademic.
com/dic.nsf/dewiki/1178435). The recipient of something can
thus be obligated to reciprocate, through his or her conveyed
sense of being owed something. It is precisely this
circumstance that you should take advantage of, for example by
going into advance performance and first giving something in
order to then also receive something. Let's take an example
from sales and mark- ting - at
http://deacademic.com/dic.nsf/dewiki/1178435 the following
techniques are mentioned:

• "Door-in-the-face tactics: excessively high initial claims
later make a claim reduced to a normal level seem like a
bargain"
• "Foot-in-the-door tactics: minimal initial concession as basis
for further negotiation"
• "That's-not-all tactics: adding gifts (encores)."

You can certainly think of other techniques and methods that you
can use to build up a relationship of trust with the person you are
talking to by going the extra mile.

By the way: Adam Grant proves in his book "Give and Take"
(Grant 2013) that helpful people often get further than elbow
types, also and especially at work. Accordingly, people can be
divided into "givers" and "takers.
"takers," whereby the givers, i.e., the helpful people, are more
successful precisely because they care about others - and not
although they care about others. Grant thus forcefully dispels
the notion that the egoist owns the (professional) world. He
gives examples of how givers who are committed to others
are, on average, more successful, more satisfied and,
moreover, more recognized than takers.

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