Social Psychology: How to Win Friends and Influence People

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I have been reading Dale Carnegie’s How to Win Friends and Influence People. I’ve discovered the strategy Carnegie advocates is simply addressing Maslow’s hierarchy from the bottom up in the course of the negotiation. You recognize and appeal to the subject’s physiological needs, security, belonging, esteem, power and conscience, in that order, and you will successfully influence them. Literally a blueprint for persuasion.

  1. Come in sit down. Is there anything I can get you? – Physiological
  2. Let me close the door so we are not disturbed. – Safety/Security
  3. How’s your family? – Belonging/Love
  4. You know your discipline best. – Esteem
  5. It’s up to you. – Self-Actualization
  6. I know you will do the right thing. – Transcendence
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