Name: 心理說服的 7 大原則 (7 Principles of Psychological Persuasion)
Uploaded: 2025-07-19T19:29:34.000Z
Duration: 6 min 23 s

The principles of persuasion are a set of psychological rules to influence others.

說服原則是一套影響他人的心理規則。

情態副詞

Originally there were six, reciprocity, scarcity, authority, consistency, liking and consensus.

最初有六種：互惠、稀缺、權威、一致、喜歡和共識。

基礎被動語態

It means that if you give something to someone it makes them more open to being influenced by you.

這意味著，如果你給別人一些東西，他們就會更願意受你的影響。

This is because we don't like to feel that we owe someone and so we want to return the favor to clear our social debt.

這是因為我們不喜歡覺得自己欠了別人的人情，所以我們想要回報，以還清我們的社會債務。

When people perceive something as rare or limited they are more susceptible to persuasion.

當人們認為某些東西稀有或有限時，他們就更容易被說服。

This is driven by our desire to possess what others value and the fear of missing out that prompts us to make decisions.

這是由於我們渴望擁有別人看重的東西，害怕錯過，促使我們做出決定。

We often trust powerful people and their perceived expertise.

我們常常信任有權勢的人和他們所認為的專業知識。

We seek their guidance, particularly in situations of uncertainty when we lack direction and need help from someone else to make a difficult decision on our behalf.

我們尋求他們的指導，尤其是在我們缺乏方向，需要他人幫助我們做出艱難決定的不確定情況下。

We are more likely to do something if it's consistent with past behavior.

如果某件事與過去的行為一致，我們就更有可能去做。

This is because we align our actions with expectations.

這是因為我們的行動與期望相一致。

To influence someone, ask for small commitments first and larger ones later.

要影響一個人，先要求他做出小的承諾，然後再做出大的承諾。

People are more willing to say yes to those they are fond of.

人們更願意對自己喜歡的人說 "是"。

To make people like you, find common interests, be friendly and give genuine compliments.

要想讓別人喜歡你，就要找到共同的興趣愛好，表現得友好並給予真誠的讚美。

Social proof can therefore persuade people to commit to something they otherwise doubt.

是以，社會證明可以說服人們去做他們原本懷疑的事情。

Psychologist Robert Cialdini, who came up with the six rules, later added another one, unity.

心理學家羅伯特-西亞迪尼（Robert Cialdini）提出了 "六條規則"，後來又增加了一條，即 "團結"。

Accordingly, people are more influenced by those who share their beliefs, values and experiences.

是以，人們會更多地受到與他們有相同信仰、價值觀和經歷的人的影響。

So, do you think you understand the principles?

那麼，你認為自己瞭解這些原則嗎？

Then meet Jane, a young entrepreneur who, after learning about them, established a successful lemonade business.

簡是一位年輕的企業家，在瞭解了這些知識後，她成功地創辦了一家檸檬水公司。

Follow her story and try to tell us which principles she uses and in what sequence.

跟隨她的故事，試著告訴我們她使用了哪些原則，順序是怎樣的。

To start her business, Jane first needs to get funding.

要開始創業，簡首先需要獲得資金。

To do so, she offers free samples to potential investors.

為此，她向潛在投資者提供免費樣品。

When she later presents her business idea, those who tried her product are now more likely to hear her out.

後來，當她提出自己的創業想法時，那些嘗過她產品的人現在更願意聽她說了。

On her first week of business, Jane produces just enough to satisfy some customers but pretends to run out before everyone gets what they lined up for.

在開業的第一週，簡生產了足夠的產品來滿足一些顧客的需求，但在每個人都拿到他們排隊要的東西之前，她假裝產品已經用完了。

By doing so, she creates a sense of exclusivity.

通過這種方式，她營造出一種獨一無二的感覺。

Jane then starts to showcase her top customers, encourages positive reviews, invites key opinion leaders to visit her shop and hosts a local band to play on Sundays.

隨後，簡開始展示她的頂級客戶，鼓勵正面評價，邀請主要意見領袖參觀她的商店，並在週日接待當地樂隊的演出。

Once her products are popular, customers can't get enough of them.

她的產品一旦受到歡迎，顧客就會愛不釋手。

To ensure she's not losing anyone, she distributes paper cups to those in line.

為了確保不失去任何人，她向排隊的人分發紙杯。

Those that take the cup are then more likely to wait for what they came for.

拿了杯子的人就更有可能等來他們想要的東西。

Despite all that success, when Jane tries to open a savings account, she gets laughed at.

儘管取得了這麼多成功，但當簡想開一個儲蓄賬戶時，卻遭到了嘲笑。

So, she partners up with her supplier to appear trustworthy enough to get the job done.

是以，她與供應商合作，讓自己看起來值得信賴，從而完成工作。

To strengthen her business, Jane listens to her customers and shows interest in the community.

為了鞏固自己的業務，Jane 傾聽客戶的心聲，並對社區表現出濃厚的興趣。

As a result, people will feel more connected to her company and stay loyal despite the competition.

是以，人們會感覺與她的公司聯繫更緊密，並在競爭中保持忠誠。

Now tell us in the comments below which of the seven principles Jane applied and in what order.

現在，請在下面的評論中告訴我們，簡應用了七項原則中的哪一項，並按什麼順序排列。

Note that if these ideas aren't enough to get the job done, here is one last piece of Cialdini's advice.

需要注意的是，如果這些想法還不足以完成工作，那麼西爾迪尼還提出了最後一條建議。

When we ask someone to do us a favor, we will be more successful if we provide a reason, even if the reason is utterly unreasonable.

當我們請求別人幫我們一個忙時，如果能提供一個理由，即使這個理由完全不合理，我們也會更容易成功。

Will knowing these rules help you resist manipulation?

瞭解這些規則能幫助你抵制操縱嗎？

And is it morally acceptable to use them for personal gain?

利用它們謀取私利在道義上可以接受嗎？

Share your thoughts in the comments below.

在下面的評論中分享您的想法。

This video was brought to you by shortform.com Shortform includes many topics from the fields of education, parenting and psychology.

本視頻由 shortform.com 提供。Shortform 包含教育、育兒和心理學領域的許多主題。

Shortform's superpower guides cover a new book's key ideas every week in simple language, plus includes smart commentary and analysis.

Shortform 的超級指南每週用簡潔的語言介紹一本新書的主要觀點，還包括精闢的評論和分析。

Shortform is constantly adding new features, such as Shortform AI, a browser extension that summarizes everything across the internet with a click of a button.

Shortform 不斷增加新功能，例如 Shortform AI，這是一個瀏覽器擴展，只需點擊一下按鈕，就能彙總互聯網上的所有內容。

Shortform is a really easy way to learn about some of life's most important ideas.

短文是瞭解生活中一些最重要思想的非常簡單的方法。

To get started, visit shortform.com or click on the link in the description.

要開始使用，請訪問 shortform.com 或點擊描述中的鏈接。

You will get a free trial of unlimited access, plus a 20% discounted annual subscription.

您將獲得無限次訪問的免費試用機會，以及 20% 的年度訂閱折扣。

If you found this helpful, check out our other videos and subscribe.

如果您覺得這對您有幫助，請查看我們的其他視頻並訂閱。

If you want to support our work, join us on patreon.com.

如果您想支持我們的工作，請訪問 patreon.com。

For more information and additional content, visit sproutschools.com

欲瞭解更多資訊和其他內容，請訪問 sproutschools.com