How to Coach Yourself and Others Beware of Manipulation | Page 33

Manipulators can be very persistent.
They
a. Decide what they want and resolve not to quit until they get it.
b. Mentally accept the consequences of failure, but do everything in their power to avoid failure.
c. Vow to learn something from every experience through self-examination.
They will not hesitate to compromise on some detail in order to start a pattern of concessions and know
the importance of getting a “yes” on a small concession and work their way up from their, by always
adding to the concession
They are careful to avoid painful moments of decision. In case of doubt, they will readily assume their
victim agreed and take appropriate action: “I’ll call him now and make the necessary reservations …”
They know that nobody likes to feel he owes a debt to somebody else and thus - In order to prevent
them from feeling ungrateful - often, succeed in making their victims “pay in advance” for the favours
they are going to do them: “I will help you out if you first help me with this little problem that I’m
having”
Manipulators master the Laws of Influence
Manipulators instinctively use Cialdini’s laws of influence.

Robert B. Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State
University.
He is best known for his book on persuasion and marketing, Influence: The Psychology of Persuasion.
Influence has sold over 2 million copies and has been translated into twenty-six languages. It has been
listed on the New York Times Business Best Seller List. Fortune Magazine lists Influence in their "75
Smartest Business Books."
Influence: The Psychology of Persuasion (ISBN 0-688-12816-5) has also been published as a textbook
under the title Influence: Science and Practice (ISBN 0-321-01147-3).

32