The Law of Esteem–How Praise Releases Energy
Overview
I can live for two months on a good compliment.
—MARK TWAIN
The law of esteem recognizes that all humans need and want praise, recognition, and acceptance. Acceptance and praise are two of our deepest cravings; we can never get enough. William James once said, ‘‘The deepest principle of human nature is the craving to be appreciated.’’ You can give simple praise to a child and watch them soar to the top of the world. We know how a simple thank you can make our day. Human beings have a psychological need to be respected and accepted. We need affection to satisfy the need to belong, we want praise so we can feel admired, and we want recognition to satisfy our need for personal worth.
In the persuasion process, it is essential to realize that people will act and behave in a certain way in order to validate compliments. If you present your request in a manner that compliments or builds up your listeners, they will be much more inclined not only to follow through, but to do so eagerly. Compliments have the power to change behavior because they make the recipient feel needed and valued. The individual now has a reputation to live up to or an opportunity to prove the validity of the compliment. Besides that, it’s hard to not get along and comply with people who admire you, agree with you, and do nice things for you.
To use the Law of Esteem effectively, you must clearly understand the relationships between self-esteem, pride, and ego.
Taken From : Maximum Influence : The 12 Universal Laws of power Persuasion
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