In order to react quickly in a fast-paced environment, our brains will make subconscious decisions according to some mechanical principles.

Therefore, other people's actions and words and deeds sometimes easily affect our thinking. The three psychological forces that make us unconsciously influenced by others are:

Reciprocity principle

Principle of commitment and consistency

Social identity principle

1. Reciprocity principle

The so-called reciprocity means that we subconsciously feel that if someone has done something for us, we should also do something for him. Reciprocal repayment is the basis of the successful development of human civilization, so it will affect our daily thinking.

D, establish behavior patterns. Even a stranger, when he offers to help us a little, we suddenly feel that it is not easy to refuse his request. If we owe a favor, we will always feel uncomfortable. We must find a way to repay this favor before we can relax again. At this time, we are particularly easy to accept each other's demands.

2. The principle of commitment and consistency

If a person breaks his word, turns his head and denies it, or his mind is always changing, we will think that he is not good and unreliable. Therefore, we always have a natural sense of responsibility and feel that we are.

Keep your promise and match your words with your deeds. When we give an opinion or position, we will try our best to defend it. In most cases, consistency can bring ideal results. However, because our brains are prone to form mechanical reflection patterns, we may subconsciously ask ourselves to keep our promises and be consistent, regardless of the actual situation around us. Sometimes, this will lead us into the crisis of doing things blindly. In the process of sales promotion or negotiation, the principle of reciprocity is a powerful weapon. No matter whether the other party gives a little discount first or deliberately makes concessions in return, it can exert pressure on us invisibly. After understanding this universal psychological model of human beings, we can make good use of it in various occasions, whether it is reciprocity in life or the strategy of taking retreat as progress in negotiation.

3. The principle of social identity

The principle of social identity refers to being consistent with the common ideas of people around and society. This is actually a herd mentality. Simply put, we always look at other people's behavior and judge a person by this standard.

The right or wrong of things. Especially in public places, the practices of people around us have a strong guiding significance for our actions. Generally speaking, this practice is much safer, but herd mentality often makes us do something counterproductive. In the American sales industry, there is a famous saying describing the principle of social identity: only 5% of our customers have their own ideas, and the remaining 95% are just imitators.

The promise mentioned here is the promise we made voluntarily. Sometimes, we may not really make any commitment to a specific object, but just express some position or opinion.

In the future, this will be enough to produce great psychological pressure, so that we subconsciously think that we really have this obligation to put it into practice. This is what we usually say, and some words will come true.

4. When can the principle of social identity play its greatest role?

When we are a little uneasy, we will feel insecure and hesitant about our next choice. We observe other people's reactions, thus eliminating our own hesitation. However, one fact is easily overlooked by us: other people may be hesitating, and they may be doing the same thing as us, especially when the situation is very uncertain. Everyone is watching each other and expecting others to give them an answer with their actions. The direct result is that no one will take the lead in taking action.