How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 302

Chapter 10
The Rule of Expectations
The Impact of Suggestion
Overview
If I accept you as you are, I will make you worse; however if I treat you as
though you are what you are capable of becoming, I help you become
that.
—JOHANN WOLFGANG VON GOETHE
The Rule of expectations uses expectations to influence reality and create
results. Individuals tend to make decisions based on how others expect
them to perform. As a result, people fulfill those expectations whether
positive or negative. Expectations have a powerful impact on those we
trust and respect, but, interestingly, an even greater impact on perfect
strangers. When we know someone expects something from us, we will
try to satisfy him or her in order to gain respect and likability.
You have probably heard the saying, "What gets measured, gets done."
The same is true for expectations. That which is expected is what actually
happens. People rise to meet your expectations of them. This is a powerful
force that can lead to the improvement or destruction of a person. You can
express an expectation of doubt, lack of confidence, and skepticism, and
you will see the result