Obligation from one part to give when the other receive. Best found results

• Be the first to give.
• Personalize gift
• Unexpectedly give present

Evidences: Restaurant studies showed that waiters who gave clients one mint, increase tips by 3%, two mints increase tips by 14%. If waiter leaves and then turn back with an extra mint, tips increased by 23%.

People want more of those things that they can get less of. Scarcity principle applies:

• Informing benefits to customer.
• Emphasis on uniqueness of proposal should be done.
• What they will stand to loose if customer reject your proposal

Evidence: Concord (supersonic plane) tickets purchases unexpectedly increased when twice-a-day flights were reduced to once a day (London - New York) in 2003.

People will follow credible knowledge of experts. Always reference expert background on your proposals Verifly your credible signals

• Diplomas.
• Achievements.
• Dress / uniform

BEFORE APPROACHING OTHERS BE SURE TO SIGNAL OTHERS ABOUT YOUR AUTHORITY AND EXPERTISE

Evidence_ If a different person -that is not you- introduces you as an expert it increases the chances of authority perception. Credentials and expertise are a must.

Thirt party credential presentation increased 20% in appointments and 15% in signed contracts on a real state company.

Consistency is about actively looking for and asking for small initial commitments that can be made -usually small ones- that can be affordable in time and resources.

• Prepare small initial commitments.
• Be ready to "no" Commitments features.
• Voluntary active.
• Public.
• Written Small initial commitments that can be made before the whole total commitment

Evidence: Asking neighbors to stick a small postcard on the window with drive safely campaign increased the likelihood of authorizing a huge -safe drive campaign- unsightly wooden board in the front lawn in about 400% in comparison to neighbors who were not given the small postcard.

Appointment losses at healthcare facility were diminished by 18% when asking patients to write appointment details by themselves.

Studies show that it is easier to get a yes when liking factors are considered

• Similarity.
• Compliments.
• Cooperation (mutual goals).

Evidence MBA studies: group one asked to close as much agreements as possible, with the instructions "time is money, go out to make business", 55% came to an agreement. Second group was asked to spend some minutes exchanging personal information identifying similarities shared in common before negotiation, 90% came with a successful agreement. BE SURE TO FIND AREAS OF SIMILARITIES WITH OTHER COUNTERPART AND GENUINE COMPLIMENTS BEFORE START THE NEGOTIATION

Mass-behavior is replicated individually specially when there is uncertainty people look for behaviors of others to determine their owns. Point others that already are doing (related to your product/service) specially many similar others. Evidence: hotel persuading users to reuse towels with different messages

• "Reuse in order to take care of environment" 35% compliance.
• "75% of our guests reuse towels, please do the same" 26% additional increase
• "75% of our guests who stayed in this room reused towels, pls do the same" 33% increase.