Self-Esteem (2)
How does self-esteem affect persuasion? Author Elaine Walster Hatfield conducted a study that gives us one example. She found that a woman who is introduced to a man is more likely to find him appealing if her self-esteem has been temporarily injured than a woman whose self-esteem has not been impaired. This explains the good old rebound effect whereby a person quickly finds herself engaged in a new relationship right after one ends, usually with someone whom she wouldn’t date under ‘‘normal circumstances.’’[3]
Esteem is definitely among the very top needs on the list of all the human needs. When you’re in a persuasive situation and not sure what to do, helping your prospect feel important is a fail-proof place to start.
[1]J. Maxwell and J. Dornan, Becoming a Person of Influence (Nashville: Thomas Nelson, 1997), p. 50.
[2]Maxwell Maltz, Psycho-Cybernetics (Los Angeles: Wilshire Book Company, 1960).
[3]E. Walster Hatfield, ‘‘The Effect of Self-Esteem on Romantic Liking,’’ Journal of Experimental Social Psychology (1965): 1
Taken From : Maximum Influence : The 12 Universal Laws of power Persuasion
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