How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 148

The scarcity principle is more likely to hold true under two optimizing
conditions
1. Scarce items are heightened in value when they are newly scarce.
That is things have higher value when they have become recently
restricted--more than those than those things that were restricted
all along have.
2. People are most attracted to scarce resources when they compete
with others for them.
It is difficult to prepare ourselves cognitively against scarcity pressures
because they have an emotional quality that makes thinking difficult. In
defence, we might attempt to be alert regarding the sudden rush of
emotions in situations involving scarcity. Perhaps this awareness may
allow us to remain calm and take steps to assess the merits of an
opportunity in terms of why we really want and objectively need.
This is based upon the summary notes within the book--Influence. By
Robert B. Cialdini, Ph.D. (Quill, NY, 1984 (Revised 1993)

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