Allen Fortune _ Allen goes abroad.

30 kinds of practical psychological influences

1. Projection effect

Beware of "you think" and "you think"

Many people always have the illusion that others are targeting themselves in their workplace life, and even feel that they have met colleagues with "ulterior motives". In fact, this may just be because the other person doesn't agree with your ideas and does things differently from you, which leads to your psychological projection and feels that the other person doesn't like you. In the workplace, think from another angle instead of blindly thinking that the other person has ulterior motives, and you may find that your colleagues are actually very friendly to you.

2. Interactive influence

The golden principle and the anti-golden principle

People should try their best to repay what others have done for us in the same way. In the workplace, you can't just take it, you should learn to give and take, and be mutually beneficial.

3. Broken window effect

The power of group inertia

This should be the most familiar psychological function, which is very common in the workplace. A simple example is that when everyone is working overtime, you will work overtime unconsciously, and when everyone is whispering, you will also whisper, which is the group inertia brought by the broken window effect. What we should pay attention to is whether our actions are what we want to do or follow the group inertia.

4. The effect of stepping into the door

A light conversation is not necessarily good.

Simply put, when a person accepts a trivial request from others, it will be easier to accept a bigger request. Therefore, we must pay attention in the workplace to avoid getting on the threshold. When a colleague asks you to make some small demands for him, you should think about whether these demands will bring you trouble, because these demands are just the beginning, and there will be more and bigger demands waiting for you later.

5. Expectation effect

What you expect is what you should pursue.

When you expect yourself to be a confident person in your mind and imply that you are successful, you will become confident. This is the magic of the expected effect. In the workplace, when you hint that you are an excellent person, you are likely to become an excellent person. So, expect more from yourself and tell yourself that I can, and then you will become the best person in the workplace.

6. Bystander effect

Please pay attention to your scattered responsibilities.

When an old man falls to the ground and there is only one person around him, most people will help him up, but if there are a group of people around him, the responsibility will be dispersed, resulting in no one to help him up. Therefore, if you encounter any problems in the workplace, you must not go to a group of people for advice at the same time.

7. Stereotype effect

Eliminate prejudice

The so-called stereotype effect, which is what we call stereotype, refers to a relatively fixed and classified view of a certain kind of people in life. Look at people with preconceived ideas before actual contact. For example, southerners are smart and northerners are generous; Young people like to waste, while old people are thrifty. In the workplace, some women in the workplace are often labeled by others, and driving a luxury car will be said to be "supported". The high status is that their family has background strength. And often this stereotype will make you miss a lot of resources and contacts. As the saying goes, listening is false and seeing is true. Get rid of preconceived ideas, treat a person rationally, and consciously look for information different from what you hear. Maybe you will find something different. Not only listen to information, but also communicate with people. Only through actual contact can you get to know the people you are in contact with and constantly seek and verify the information you are looking for.

8. Ugliness effect

Small shortcomings attract a large number of fans.

Making a fool of yourself is psychological, right? Yes! According to an experiment: let the auditees listen to the recording of several people answering questions. Some recordings recorded the knocking of coffee cups. When the subjects were asked to rate several people in the recording, the group that spilled coffee gained a higher degree of favor. Making mistakes will bring attraction, which is the "make a fool of yourself effect": people who have no faults at all are not as attractive as those who occasionally make small mistakes. Messed up what? You can close the distance with others and make others feel that you are grounded. On the contrary, perfection produces a sense of distance, and impeccable is also boring. Those who succeed in the end are always those who have a little shortcoming.

9. pygmalion effect

Believe in the power of "believing"

The key to this psychological phenomenon is that prophecy is self-proving: what kind of person you believe you are, you will eventually become that kind of person. This psychological phenomenon has the same effect as psychological suggestion, that is, one person's expectation of another person will eventually come true. Rational use of "pygmalion effect" is not only conducive to personal development, but also conducive to the construction of personal leadership. For individuals, we can challenge ourselves and overcome difficulties more actively by setting higher goals and more arduous tasks. As a leader, if you expect more from your team, your team will reward you with better results.

10. The dilemma of choice

Understand the difficulty of choice

There is a famous jam experiment, which puts some high-quality jam and samples in a gourmet shop. In one test, the experimenters provided 6 different varieties, while in another test, they provided 24 varieties. The results showed that 30% people finally bought a bottle of jam in the test with fewer kinds of jam. In the test of wider selection of jam, only 3% customers bought the goods. It can be seen that in order to weigh many choices, people have to make extra efforts, and the pressure becomes greater, so the happiness of making decisions decreases. There is a simple way to deal with this "choice dilemma", and that is to reduce the options. Do what makes you happy and live a meaningful life for yourself.

1 1. spotlight effect

Imagined "spotlight"

We feel that our actions are always noticed by the outside world, but in fact they are only out of personal imagination. Once we make a mistake, it's easy to think about it in a skeptical way. In fact, that mistake has no effect on reality. This is the spotlight effect. In fact, when others don't notice your mistakes at all, you think too much for yourself. You don't get as much attention as you think. Realizing this can make you more comfortable in public and make you more free to be yourself. And if you know that the actual consequences of making mistakes are not as serious as you think, you will feel better when you really make mistakes. Psychologists say that when you make a mistake, you may still feel embarrassed and unnatural, but at least you can know that you have subjectively exaggerated the consequences.

12. spotlight effect

"emphasis" and "comprehensiveness"

When you concentrate on one thing, you will feel that it is the most important thing in the world, which is also called "spotlight effect". Marketers have been using this "spotlight effect" to convince consumers that their products or services have indispensable functions. The same is true of politicians, who exaggerate the importance of certain events by attracting outside attention. To overcome this influence, the first thing is to keep objective judgment, think about the problem from multiple angles, and fully consider relevant factors before making a decision. Being trapped in the "spotlight effect" will make people misjudge the future results. And if you can jump out, you are more likely to make a wise choice.

13. blanking effect

If it's just right

The effect of blank space originates from a technique in painting and calligraphy, which leaves a blank in the whole painting and gives people room for imagination. This technique is a clever artistic expression and also a kind of wisdom. For psychology, blank space is equally important. If you apply this wisdom and blank space to the workplace, you will get unexpected results. Because, sometimes, what you don't say is more meaningful and wise than what you say. Moreover, in people's lives, we should also pay attention to that what others say is more meaningful than direct criticism and suggestions. Blanking in the workplace is an art, and one should pay attention to leaving room for others to turn around, so as to have a feasible way. Nowadays, people like to think relatively when considering problems, and they have a sense of psychological rejection of absolute things. So you can't say anything that is too absolute, and you can't say anything that directly touches or hurts others' feelings. More strictly speaking, in the process of communicating with people, it is best to use less certain words, such as "must" and "must", and the mystery of getting along with people is the key to success or failure.

14. Harpoon effect

Learn "mind reading"

Harpoon effect refers to making a fuss about effective "hook", and we even unconsciously apply this effect when chatting. For example, when we chat, we often throw out a series of topics, such as movies, love, work, sports and so on. Then look at each other's reaction. Then the intensity of the other party's reaction is equivalent to knowing the other party's hobbies in disguise. Chatting along each other's hobbies will naturally make it easy to get the information you want. The fortune teller took the harpoon effect to the extreme. Before fortune telling, they usually ask you several different topics to see which one suits you. Just like a good politician or used car dealer, they don't express their true thoughts, but tentatively change their words according to the feedback they get. This feedback takes many different forms. They will notice whether you nod, smile, lean forward in your seat or suddenly become nervous (which is one of the reasons why fortune tellers are keen to hold your hand), and then have it both ways. People often like to ask fortune tellers many potential opinions, such as their health, interpersonal relationships, travel plans, occupations, assets, etc., but in fact, many times it is not the fortune tellers' calculations that are accurate, but our words and micro-reactions have given them the answers in previous conversations.

15. Insider effect

You are one of me.

The so-called "one of our own" means that the other person attributes you to the same type of person as him. In other words, if you want the other person to accept your views and attitudes, you will not hesitate to keep the same view with the other person, that is, treat the other person and yourself as a person. And "self-effect" means that what is said to "self-person" is more trustworthy and easier to accept. In interpersonal communication, if? A party with a good relationship is more likely to accept some viewpoints and positions of the other party, and even reject the embarrassing demands put forward by the other party. This is called "self-effect" in psychology. For example, if the same idea is said by someone you like, it will be faster and easier to accept. If it is said by someone you hate, you may instinctively resist. There is a saying: "You are one of our own, and you can say anything; Not one of our own. Everything goes by the rules. "

16. Hercules effect

Deal with a man as he deals with you.

It refers to one-on-one interpersonal communication. This is a social psychological effect that there is resentment between people or groups, which leads to deeper and deeper hatred. The Hercules effect will make people fall into endless troubles, miss many beautiful scenery in life, have no real happiness and make no new progress. There is a hero Hercules in Greek mythology. One day, he was walking on a bumpy road and saw a bulging thing at his feet, which was ugly. Hercules stepped on it. But instead of being trampled by Hercules, it expanded and multiplied, which angered the hero Hercules. He picked up a wooden stick with a thick bowl and smashed it at the strange thing. Boy, it swelled to the point where the road was blocked. Hercules can't help him. While he was wondering, a saint came up to Hercules and said to him, "friend, don't touch it, forget it and leave it." It's called the hate bag. If you don't mess around, it will be as small as before. If you violate it, it will swell up and be hostile to you to the end. "Hatred, like the bag Hercules met, was small at first. If you ignore it and resolve the contradiction, it will naturally disappear; If you have a problem with it and hate it, it will take double revenge.

17. caterpillar effect

Are you a follower?

Through research, scientists call the habit of following the previous route "following" habit, while the phenomenon of blindly following habits and thinking inertia and responding to failure is called caterpillar effect. Fabres, a French entomologist, once did a famous experiment called "Caterpillar Experiment": put many caterpillars on the edge of a flowerpot, let them form a circle end to end, and scattered some pine leaves that caterpillars like to eat not far around the flowerpot. The caterpillars began to walk around the edge of the flowerpot one by one. An hour passed and a day passed. These caterpillars still walked day and night on the edge of the flowerpot for seven days and seven nights, and they finally died of hunger and fatigue. Before doing this experiment, John Farber imagined that the caterpillar would soon get tired of this meaningless circle and eat his favorite food. Unfortunately, the caterpillar didn't do this. Later, scientists called this habit of following the former route "follower" habit, and called the phenomenon of failure caused by following "caterpillar effect".

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The speaker has no intention, but the listener has intention.

In life, many people have been stabbed by others' "unintentional words". This kind of casual words make you "dissatisfied", which is called "waterfall psychological effect" in psychology, that is, the sender's psychology is relatively calm, but the information sent by the other party has caused psychological imbalance, leading to changes in attitude and behavior. This psychological phenomenon, like a waterfall in nature, is quiet above, but the waves splash below. So when you talk to people, you should also consider their acceptance and whether you are inappropriate. Avoid your own gossip causing a strong waterfall psychological effect. This requires us to know each other's personality, habits and conversation taboos before speaking, so as to grasp the discretion of speaking. We discussed the reflection effect before. Don't think that if you are not taboo, others will not be taboo. For some over-sensitive communication objects, this should be paid more attention to. Generally speaking, it is easy to cause misunderstanding and strong? Emotional topics mainly include each other's privacy and each other's sad past. Don't pry into other people's privacy.

19. Babel's law

Do you care about "big stimulus" or "small stimulus"

Babel's law says that when a person experiences a strong stimulus, the stimulus given again becomes insignificant to him or her. As far as psychological feelings are concerned, the first big stimulus can dilute the second small stimulus. For example, a newspaper that was originally one yuan has become ten yuan, and you will definitely find it unacceptable; Moreover, the original 10000 yuan computer has increased by 100 yuan, and you won't have any big reaction. When a newcomer just started working, he relaxed after he worked very hard in the unit and became familiar with the environment. People around you will think that this person is melodramatic, and his previous performance is false, which is also a question of his character. Another newcomer, from the beginning, seemed useless, lazy and undisciplined. After getting familiar with it, he understood the rules of the unit. He can only go to work on time, but everyone will immediately praise him for his progress and better performance. He feels that this person demands progress and is much better than the former. In fact, the total amount of work done by the former does not know how much more than the latter.

20. Bird cage effect

Overtime is a bird cage to remind people.

The birdcage effect, also known as "birdcage logic", is one of the top ten psychology that human beings can't get rid of, and its discoverer is James, an outstanding psychologist in modern times. The birdcage effect is a very interesting rule. People will continue to add more related things that they don't need on the basis of accidentally acquiring an item that they don't need. If a person buys an empty cage and puts it at home, then after a period of time, he will usually buy another bird to keep in this cage instead of throwing it away, that is to say, the person is alienated by the cage and becomes a captive of the cage.

2 1. Watch the law

Who should I listen to?

It means that owning more than two watches can't help people to judge the time more accurately, but it will cause confusion and make people who look at the watch lose their judgment on the time. Another meaning is that everyone can't choose two different codes of conduct or values at the same time, otherwise that person's behavior will fall into chaos. The law of watches gives us a very intuitive revelation: for anything, we can't set two different goals at the same time, otherwise the enterprise will be at a loss; A person can't choose two different values at the same time, otherwise, his behavior will be in chaos. A person can't be commanded by more than two people, otherwise this person will be at a loss; For an enterprise, it is impossible to adopt two different management methods at the same time, otherwise it will make the enterprise unable to develop.

22. Hawthorne effect

Make achievements before complaining.

When people realize that they are being watched or observed, they will deliberately change the effect of some behaviors or verbal expressions. 1924165438+10 In October, American researchers found the experimenter effect in the experiment on the relationship between working conditions, social factors and production benefits in Hawthorne factory of Chicago West Electric Power Company, which was called Hawthorne effect. For example, let employees vent their dissatisfaction; An improvement in performance or effort due to extra attention. The basic condition of Hawthorne effect is that important working environment attributes can be captured in large quantities without hidden or obscure information. There will be countless wishes and emotions in a person's life, but only a few can be realized or satisfied in the end. Those unfulfilled wishes and emotions should not be suppressed, but should be properly vented, which is beneficial to people's body and mind and work.

23. Halo effect

Be wary of your subjective impression.

Halo effect, also known as prejudice effect, aperture effect and solar halo effect, refers to the subjective impression formed in interpersonal perception. Halo effect often comes from the fact that a person's understanding of a person is not deep, that is, he is still in the stage of feeling and perception, so he is easily influenced by the superficiality, locality and selectivity of feeling and perception, so that his understanding of a person only focuses on some external characteristics. There is no internal connection between some personality traits or appearance characteristics, but it is easy for us to link them together and assert that there must be another characteristic with this characteristic, and it will also cover up the internal essence with external forms. If you look upright, you may not be a gentleman; Looking at a smile is not necessarily a face or a heart. Simply linking these different qualities, the overall impression must be superficial.

24. Sitting effect

Where will you sit in the meeting?

In interpersonal psychology, the phenomenon that communication quality is influenced by sitting orientation is called sitting orientation effect. "Where to sit" is a problem we have to face every day. You won't feel uncomfortable sitting in such a big room when no one is around. However, when there is someone else in the room, or you want to talk to this person, then your sitting direction is not so simple. For example, in a meeting, "Big Cat" has been seated, and there are empty chairs in one room. Will you sit opposite him, next to him, diagonally opposite him or just behind him? Into the leadership office, there are chairs in front and sofas on the left and right. Will you sit in the chair next to you or on the sofa? Debate with your colleagues. Do you sit face to face or side by side with him? And praise and criticize each other. Will your sitting posture change? If you say "nothing is different" or "sit casually, nothing special", then you may not know that your sitting orientation has a great influence on the quality of your communication.

25. Frog effect

Don't cook frogs in warm water.

The frog effect refers to throwing a frog into boiling water. Because it feels great pain, it will push hard and jump out of the water to get a chance to survive. When the frog is put into a pot of warm water and heated gradually, because the frog has gradually adapted to the pleasant water temperature, when the temperature rises to a certain extent, the frog no longer has the strength to jump out of the water. So the frog was comfortably scalded to death. Most of the changes in the competitive environment of enterprises are gradual. If managers and employees have no pain in environmental changes, they will eventually be cooked and eliminated like this frog. An enterprise should not be satisfied with the immediate vested interests, and should not indulge in past victories and good wishes, but forget the gradual formation of the crisis and the approaching failure, and finally die as comfortably as a frog. However, a person or an enterprise should be prepared for danger in times of peace, exert moderate pressure, so that those who are in danger but don't know it will wake up, and those who slow down will speed up their pace and constantly surpass themselves and the past. Bill Gates famously said, "Microsoft is only 18 months away from bankruptcy forever."

26. Dark effects

Bring "work" after work.

In a dark place, if the dating parties can't see each other's expressions clearly, it's easy to reduce their sense of security and create a sense of security. In this case, the possibility of being close to each other is much higher than that in a bright place. Psychologists call this phenomenon the "dark effect". In addition, relatively speaking, night can give people some camouflage space. During the day, people tend to pay great attention to their behavior. No matter who they face, they always disguise themselves, because people are group and social. Psychologically, this is also a protective mechanism. At night, people's perception drops to a very low level, which means they are safer. At the same time, the space at night also gives people a layer of camouflage space. At this time, you can show your other side, and you don't have to worry about the sense of distance caused by caring about the details of behavior as usual during the day. On the other hand, in the dark, the sense of oppression caused by status and identity. What both parties give will also be minimized, which is conducive to more pleasant communication.

27. Matthew effect

The secret of the stronger the stronger.

It refers to the phenomenon that the stronger the strong, the weaker the weak, which is widely used in social psychology, education, finance, science and other fields. Matthew effect, a term commonly used by sociologists and economists, reflects a polarized social phenomenon, with the rich getting richer and the poor getting poorer. On the positive side, as long as a person tries to make himself stronger, he will be encouraged in the process of becoming stronger and stronger. On the negative side, most people in this society don't have enough perseverance to become stronger, and Matthew effect will become an excuse to escape from reality and refuse to work hard. If you are proactive and persistent, you will gain spiritual or material wealth. After you gain wealth, your attitude will further strengthen your initiative. Only in this way can you bring the positive effect of Matthew effect to the extreme.

28. symbiotic effect

Dialogue of excellent people

It refers to the phenomenon that people in a reference group are influenced by the wisdom, ability and previous labor achievements of group members when they are engaged in daily work, work and study, and their thinking is inspired and their ability level is effectively improved. This influence is mutual and subtle among group members, and it is one of the social stimulating factors to develop and exert individual potential. Symbiosis is a biological concept, which refers to the phenomenon that different kinds of creatures live together. At present, through the phenomenon of biological symbiosis, people realize that symbiosis is an interdependent, harmonious and unified fate relationship between people, nature and man and nature. Philosophy and sociology have begun to pay attention to the "symbiotic effect". There is a famous saying in the Jewish classic Talmud: Living with wolves, you can only learn to howl; Contact with those excellent people, you will be well influenced. Therefore, only by associating with excellent people and being influenced by them can we become better. If you are already excellent and associate with excellent people, then you can have a symbiotic effect and make great achievements. Paul allen and Bill Gates came together and founded Microsoft, which is the best example.

29. sensational effect

Do it when you have to.

It means that this is a sensational social effect produced by dramatic events. For example, a beautiful woman insists on finding the ugliest husband to surprise others, or someone deliberately does something ridiculous, causing a social sensation. In today's society, there are many employment opportunities, but the competition is more intense. If you want to seize the opportunity when thousands of people are crowded together, you must always be ready and never give up any opportunity to express yourself. The sensational effect is the most direct way, which directly avoids such a phenomenon, that is, being a weak employee in the unit, with poor business ability and poor popularity, the boss can't see you, you are still doing it yourself, and when others ignore you, you silently seek your own space in the workplace. If we can create a sensational effect at this moment, maybe the whole life will be different. It is not difficult to create a sensational effect, but there is a lack of people with will. Once we seize an opportunity, make a surprise on an important occasion, or make achievements in key events, an unknown person will be immediately impressed, become a star in the workplace, and get super-value returns! Because, when a person runs out of expectations and brings double surprises of performance and talents to the enterprise organization, it has a sensational effect. Moreover, such a sensation is not abrupt, it is won by a person's profound and solid quality, without arrogance and rashness, and hard work.

30. Kimchi effect

Have lunch with colleagues better than you.

After soaking the same vegetables in different water for a period of time, cooking them separately will have different tastes. According to this principle, people in different environments will have obvious differences in personality, temperament, quality and way of thinking due to long-term contact, just as people often say, "Those who are near Mexico are black, and those who are near Zhu Zhechi are black". "Kimchi effect" reveals that the environment plays a very important role in human growth. People in different environments, due to long-term contact, will have obvious differences in personality, temperament, quality and way of thinking, as people often say, "Those who are near Mexico are black, and those who are near Zhu Zhechi are black". "Kimchi effect" reveals the truth that "man is the son of the environment", and the environment has an irresistible influence on man's growth. People are sensitive to the influence of the environment in childhood, which makes them pale and yellow. "lead an honest and clean life" is aimed at some adults, but it is not in line with the reality of children.