Framework des 6 Modèles mentaux pour Persuader, par Robert Cialdini (6 shortcuts to persuasion)
Reciprocity — Effet de réciprocité Obligation to give when you receive. Key: Be the first to give; Make it personalized and unexpected
Scarcity — Pénurie People want more of the things they can have less of. Key: Focus on the unique benefits and what they stand to lose
Authority — Autorité People follow the lead of credible, knowledgeable experts. Key: Signal to others what makes you an expert before you attempt to influence
Consistency — Biais de cohérence People like to be consistent with previous behaviors & actions. Key: Ask for small commitments to new behaviors before requesting larger ones
Liking — Nous faisons confiance aux gens qui partagent notre Culture, nos Croyances et Valeurs identitaires We respond best to people who are like us, complement us, and cooperate with us. Key: Seek”common ground.” Share genuine complements.
Consensus — Biais de conformité People will look to the actions of others to determine their own. Key: Highlight what many “similar” others are already doing