Marcel Mauss, the late French Sociologist, wrote a book called The Gift. He asserted that gifts are never truly free because reciprocity dictates that people return the favor by doing something for the gift giver. He went so far as to say every human society raises its people in the way of reciprocity.I’m on the Westerville Education Foundation(WEF), a non-profit board that raises money for the Westerville schools when budgets fall short or where budgets may not cover certain expenses. I was persuaded to join the board by two State Auto colleagues who had been through my Principles of Persuasion workshop years ago.A few weeks ago I was manning the WEF booth during a Fourth Friday event, a summer event in which residents pack uptown Westerville for food, drink, and music while vendors display their wares. One way the WEF tries to grab people’s attention is by using a game kids can play and win prizes. While the children play we hand out literature to their moms and dads and quickly tell them what we do.As I volunteered I couldn’t help but notice something that happened in nearly every instance after a child won a prize. One of the parents would inevitably say to their child, “What do you say?” Upon hearing that every child turned to us and said, “Thank you,” before leaving with their prize.That simple act was repeated so often it made me think about Marcel Mauss and his belief that every human society teaches its people to respond to the act of giving. The principle of influence known as reciprocity says we feel obligated to give back to those who’ve first given to us. This is where the phrase “much obliged” comes from. It is a simple acknowledgment that once somebody has done something for us we feel obligated to do something for him or her at some point in the future.As parents teach their children to respond to acts of kindness and gifts with a “thank you” they are conditioning their kids to reciprocate. As the children grow up they learn more sophisticated ways to repay the favor. Eventually acts of kindness are met with thank you letters, thank you cards and return gifts.The key to utilizing reciprocity is to be the first to act, the first to give. Once you’ve given something to another person the principle is set in motion and they feel somewhat indebted to you. If you wait for someone to do something for you, then you’ll be the one in debt.You don’t need a budget to ethically engage reciprocity. Simple acts of kindness trigger the principle. When someone feels what you’ve done for them is genuinely in their best interest – as opposed to an act of giving simply to curry a favor – they’ll want to freely reciprocate most of the time. If you want to become a master persuader then start looking for ways to become a giver. It becomes much easier as you begin to change your thinking from “who can help me?” to “whom can I genuinely help?” Opportunities to give and help are always abundant so take stock in who you are, your resources, talents, etc., and begin looking for ways to use those to benefit others. Don’t be afraid of losing anything in the process because as the late Zig Ziglar famously told audiences for decades, “You can get everything you want in life if you’ll just help enough other people get what they want.” Zig was 100% correct because the more people you help, the more people will want to help you when you need it.
Brian Ahearn, CMCT® Chief Influence Officer influencePEOPLE Helping You Learn to Hear “Yes”.
Do Humans Have More Than Two Dozen Universal Emotions?
Do humans have more than two dozen universal emotions?
A recent article on LiveScience highlighted research that concluded “a vast part of the human emotional repertoire is universal, and that emotional expressions go far deeper than the six basic ones previously described by researchers.”
Humintell Director, Psychologist Dr. Matsumoto says there is “no question in his mind” that there are a large number of emotions that are universal. He states that a small number (7) of them are universally expressed on the face, some others by face and body, or just body. Maybe some of these universal emotions are expressed by face and voice, or just voice.
However, Dr. Matsumoto suggests one major problem when conducting studies like these: researchers need to elicit emotions spontaneously and study the bodily reactions, not ask people or actors to pose what they think they look like.
Dr. Matsumoto has reviewed several papers related to this topic and says while the aims of the studies are admirable, several of these studies suffer from major methodological flaws that probably artificially produced the findings. Some of these flaws are outlined below and are important to keep in mind.
1) There are no validity data provided to suggest that the one sentence stories the authors concocted reliably elicit the target emotions in each of the cultures studied. Any serious publication will require more than just affirmation that cultural informants agreed on what emotion was elicited. Data are necessary to establish the reliability of the stories if there are to be definitive conclusions to be drawn.
2) Enactments of emotion may or may not be the same as the vocal cues that are produced when people actually feel and express the target emotions. Such enactments may be mimes that can achieve high levels of judgment agreement, but are not ecologically valid.
3) The types of expressions that were “randomly selected” as distractors along with the target expression does not provide an adequately stringent test of the hypotheses. If, for example, none of the expressions are “close enough” to the intended emotion in the story (whatever that is), then the intended expression may be chosen by a process of elimination.
Why are we so easily Deceived ?
Many people rely on their intuition rather than their knowledge when trying to discern truth. This may seem like the opposite of what should happen, but new research finds that there are ways we can be tricked into thinking that something feels familiar, trustworthy and true.
The Washington Post writes on why most people are so easily duped. It seems that instead of recruiting your general knowledge to answer a claim, you’ll turn to your intuition.
Cognitive psychologist, Eryn Newman, delved into the question of, How we come to believe that things are true when they are not? In her research at UC Irvine , Newman and colleagues used photos to look at the powerful effect images have on our memories, beliefs and evaluations of others. Past research has shown that photographs can aid in a person’s comprehension and make it easier to learn new information.
However, cognitive psychology research shows that photos can also be misleading. Photographs are a moment from a real event, so we often view them as evidence that an event actually took place. Sometimes with just the notion that a photo is a representation of a real event, we are tricked into believing a claim even when it is not actually substantiated by the photograph.
In a study by Elizabeth Loftus and others at UC Irvine, people who saw a doctored photo of President Obama shaking hands with the former Iranian president Mahmoud Ahmadinejad actually said they remembered the event happening — even though it was completely false. Photos can even trick us into remembering false events from our own childhood. People who saw a doctored childhood photo came to remember a false event (riding in a hot air balloon) with the same detail and emotion that you would expect from a real memory.
This feeling of familiarity could influence us in a variety of contexts. In the courtroom, an easy name might make a witness or expert seem more credible. In the workforce, an easy name might help an individual’s résumé float to the top of a stack. And in the news, a photo — even one that is only loosely related — might make a story seem more credible.
How can we avoid being taken in by a false sense of truthiness? Cognitive psychology research has shown that people are often unaware of their biases or how information influences their judgments. But simply being warned about the influence of names and photos might just make us a little more cautious — leading us to look for truth that comes from books, and not the gut.
To Learn more information on these topics and how the pronunciation of our words also influences are beliefs, Read the Entire Article.
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