The article discusses four psychological principles to help people communicate effectively and influence others. The principles are:
1. **Peak and Rule**: The most intense and ending parts of a conversation are remembered by others, while the rest is often forgotten. To apply this principle, make the ending part of the conversation impactful.
2. **Loss Version**: People tend to give more importance to things when they feel something is being taken away from them. To use this principle, focus on what the other person will lose if they don't accept your proposal, rather than what they will gain.
3. **Focusing Question**: Ask a question that makes the other person think about the topic you want to discuss, before presenting your main message. This helps to engage their brain and make them more receptive to your message.
4. **Sunk Cost**: Once people invest in something, they tend to hold on to it, even if it no longer serves them. To apply this principle, ask the other person to make a small investment in your proposal, such as time or effort, to increase the chances of them committing to it.
The article also emphasizes the importance of understanding how the human mind works and how it can be influenced. It suggests reading biographies of successful people to gain insights into their thought processes and behaviors.
Here are the key facts from the text:
1. Daniel and Barbara Frederickson conducted an experiment in 1993 that involved participants placing their hands in a bucket of cold water.
2. The participants were asked to place their hands in a bucket of 14 degree Celsius water, then in a bucket of 15 degree Celsius water, and finally in a bucket of 114 degree Celsius water.
3. The experiment showed that 80% of participants preferred to repeat a less painful experience rather than try a new, potentially more painful experience.
4. The "Peak and Rule" principle states that people tend to remember the most intense and ending parts of an experience.
5. The "Loss Aversion" principle states that people tend to prefer avoiding losses to acquiring gains.
6. The "Sunk Cost" principle states that people tend to continue investing in something because of the resources they have already committed, even if it no longer makes sense to do so.
7. A study by Boyle Kam and Anderson found that people were more likely to answer questions from scientists if they had previously identified themselves as "helpful" people.
8. The "Framing Effect" principle states that the way information is presented can influence people's decisions.
9. The human mind is not always rational and can be influenced by various psychological factors.
10. Reading biographies of successful people can be a good way to learn about their experiences and gain insights into their success.