{"componentChunkName":"component---src-templates-node-blog-js","path":"/en/blog/reguly-wplywu-spolecznego-czesc-kolejna","result":{"data":{"nodeBlog":{"id":"70163b39-edd2-59ff-ba0b-b0864ea46b50","drupal_id":"862ef2b0-9452-4d84-bc11-442f18c23464","drupal_internal__nid":1333,"internal":{"type":"node__blog"},"title":"Reguły wpływu społecznego - część kolejna","body":{"summary":"","value":"<!-- wp:soft4net/container-block {\"className\":\"container\"} -->\r\n<div class=\"wp-block-soft4net-container-block container\"><!-- wp:paragraph -->\r\n<p>W dzisiejszym wpisie kontynuujemy temat reguł wpływu społecznego (poprzedni wpis znajduje się <a href=\"/blog/reguly-wplywu-spolecznego-efektywne-narzedzia-w-skutecznych-negocjacjach\"><span style=\"text-decoration: underline;\">tutaj</span></a>). W zeszłym tygodniu zajmowaliśmy się regułą sympatii i jej oddziaływaniem, które można wykorzystać w celu podniesienia skuteczności w procesach negocjacyjnych. </p>\r\n<!-- /wp:paragraph -->\r\n\r\n<!-- wp:paragraph -->\r\n<p>Zagadnień jest sześć, dlatego opiszemy sobie pokrótce pozostałe pięć. Przybliży to w pewnym stopniu zasadę oddziaływania tychże reguł na procesy decyzyjne u naszego współrozmówcy. Z powodzeniem stosują je wytrawni i doświadczeni negocjatorzy. </p>\r\n<!-- /wp:paragraph -->\r\n\r\n<!-- wp:paragraph -->\r\n<p>Reguły wpływu – część druga – do dzieła.</p>\r\n<!-- /wp:paragraph -->\r\n\r\n<!-- wp:spacer {\"height\":50} -->\r\n<div style=\"height:50px\" aria-hidden=\"true\" class=\"wp-block-spacer\"></div>\r\n<!-- /wp:spacer -->\r\n\r\n<!-- wp:heading {\"level\":3} -->\r\n<h3>Społeczny dowód słuszności</h3>\r\n<!-- /wp:heading -->\r\n\r\n<!-- wp:paragraph {\"align\":\"left\"} -->\r\n<p class=\"has-text-align-left\">Reguła zwraca uwagę na punkt odniesienia naszych zachowań. Są to reakcje na zachowania innych ludzi. Kiedy nie wiemy jak zachować się w danym momencie, automatycznie podpatrujemy innych i ich zachowania. Nie bez kozery, tak dobrze funkcjonują strony i fora zbierające opinie innych osób na temat danego produktu czy usługi. Reguła ta jest często wykorzystywana w marketingu. Przykładem są slogany reklamowe takie jak: \"zaufały nam już miliony klientów”.</p>\r\n<!-- /wp:paragraph -->\r\n\r\n<!-- wp:spacer {\"height\":50} -->\r\n<div style=\"height:50px\" aria-hidden=\"true\" class=\"wp-block-spacer\"></div>\r\n<!-- /wp:spacer -->\r\n\r\n<!-- wp:heading {\"level\":3} -->\r\n<h3>Reguła wzajemności</h3>\r\n<!-- /wp:heading -->\r\n\r\n<!-- wp:paragraph -->\r\n<p>Reguła ta mówi nam pokrótce o tym, że staramy się odwdzięczyć. Czy to osobie czy instytucji, od której otrzymaliśmy jakąś przysługę. Pierwszy przykład z brzegu - hostessy oferujące nam łakocie w sklepie. Jeśli skusimy się na kawałek czekolady danej marki i zasmakuje nam jest duże prawdopodobieństwo, że ją kupimy. Oryginalnie wcale nie mieliśmy zamiaru dokonać takiego zakupu!</p>\r\n<!-- /wp:paragraph -->\r\n\r\n<!-- wp:spacer {\"height\":50} -->\r\n<div style=\"height:50px\" aria-hidden=\"true\" class=\"wp-block-spacer\"></div>\r\n<!-- /wp:spacer -->\r\n\r\n<!-- wp:heading {\"level\":3} -->\r\n<h3>Reguła autorytetu</h3>\r\n<!-- /wp:heading -->\r\n\r\n<!-- wp:paragraph -->\r\n<p>Każdy z nas potrzebuje autorytetu w codziennym życiu. Na początku są to rodzice, którzy po prostu wiedzą znacznie więcej od nas. W dorosłym życiu napotykamy na kolejne osoby mające na nas wpływ: nauczycieli, przełożonych, specjalistów w danej dziedzinie (lekarzy, prawników, ludzi sukcesu, itd.) Jeden z częstszych przykładów wykorzystania tej reguły w świecie reklamy to aktorzy przedstawiający „magiczne” leki czy też suplementy diety, po których jak za dotknięciem magicznej różdżki przejdą wszelakie dolegliwości. Jest to prosty zabieg polegający na ubraniu aktora w biały kitel, wypowiedzenia przez niego kilka zdań polecających dany lek, który powoduje, że zaczynamy mu wierzyć.</p>\r\n<!-- /wp:paragraph -->\r\n\r\n<!-- wp:spacer {\"height\":50} -->\r\n<div style=\"height:50px\" aria-hidden=\"true\" class=\"wp-block-spacer\"></div>\r\n<!-- /wp:spacer -->\r\n\r\n<!-- wp:heading {\"level\":3} -->\r\n<h3>Reguła niedostępności</h3>\r\n<!-- /wp:heading -->\r\n\r\n<!-- wp:paragraph -->\r\n<p>Reguła odwołuje się do  prostego założenia, że człowiek pragnie tego, co jest niedostępne albo czego jest mało. Cenimy to co jest rzadkie, występujące w ograniczonej ilości – kawior z bieługi kosztuje w granicach 2 000 euro za funt. Ten sam kawior tyle, że z bieługi dotkniętej bielactwem – czyli albinoski już 51 000 euro. Dlaczego tak się dzieje? Ponieważ rzeczy trudniejsze do zdobycia ceni się bardziej - świadczą one o prestiżu i prawdopodobnie lepszej jakości, choć nie zawsze.</p>\r\n<!-- /wp:paragraph -->\r\n\r\n<!-- wp:spacer {\"height\":50} -->\r\n<div style=\"height:50px\" aria-hidden=\"true\" class=\"wp-block-spacer\"></div>\r\n<!-- /wp:spacer -->\r\n\r\n<!-- wp:heading {\"level\":3} -->\r\n<h3>Reguła zaangażowania i konsekwencji</h3>\r\n<!-- /wp:heading -->\r\n\r\n<!-- wp:paragraph -->\r\n<p>Pokażę tę regułę posługując się pewnym przykładem: w trakcie obstawiania wyścigów konnych tuż po wybraniu i opłaceniu zakładu dla wybranego konia ludzie byli znacznie pewniejsi jego zwycięstwa niż bezpośrednio przed wykupieniem zakładu. Jednak obiektywnie rzecz biorąc szanse te, ani trochę nie uległy zmianie. Dlaczego tak się dzieje? Ponieważ chcemy być postrzegani jako osoby konsekwentne w swych działaniach. Kiedy dokonujemy wyboru, zajmując stanowisko w danej sprawie chcemy być wiarygodni wobec samego siebie i wobec innych.</p>\r\n<!-- /wp:paragraph -->\r\n\r\n<!-- wp:spacer {\"height\":50} -->\r\n<div style=\"height:50px\" aria-hidden=\"true\" class=\"wp-block-spacer\"></div>\r\n<!-- /wp:spacer -->\r\n\r\n<!-- wp:paragraph -->\r\n<p>Czytając ten wpis, pewnie myślicie: o rety, to ciekawe! I macie rację, to nie tylko ciekawe, ale przede wszystkim praktyczne i skuteczne – dlatego właśnie skupiamy się na regułach wpływu społecznego (ale nie tylko) w naszych szkoleniach z negocjacji.</p>\r\n<!-- /wp:paragraph --></div>\r\n<!-- /wp:soft4net/container-block -->"},"created":"2020-08-19T08:16:12+00:00","related_collection_mediaImageNodes":[],"related_collection_fileFileNodes":[],"relationships":{"bundle":"node__blogRelationships","field_image_media":{"relationships":{"field_media_image":{"localFile":{"childImageSharp":{"fluid":{"base64":"data:image/jpeg;base64,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","aspectRatio":1.5,"src":"/static/711ea4aa81a2e367036721468c77f36f/d8255/wooden-mannequin-791720_1920.jpg","srcSet":"/static/711ea4aa81a2e367036721468c77f36f/9104c/wooden-mannequin-791720_1920.jpg 480w,\n/static/711ea4aa81a2e367036721468c77f36f/a6352/wooden-mannequin-791720_1920.jpg 960w,\n/static/711ea4aa81a2e367036721468c77f36f/d8255/wooden-mannequin-791720_1920.jpg 1920w","srcWebp":"/static/711ea4aa81a2e367036721468c77f36f/25f09/wooden-mannequin-791720_1920.webp","srcSetWebp":"/static/711ea4aa81a2e367036721468c77f36f/61be4/wooden-mannequin-791720_1920.webp 480w,\n/static/711ea4aa81a2e367036721468c77f36f/1fb14/wooden-mannequin-791720_1920.webp 960w,\n/static/711ea4aa81a2e367036721468c77f36f/25f09/wooden-mannequin-791720_1920.webp 1920w","sizes":"(max-width: 1920px) 100vw, 1920px"}}}}}}}}},"pageContext":{"id":"70163b39-edd2-59ff-ba0b-b0864ea46b50","drupal_id":"862ef2b0-9452-4d84-bc11-442f18c23464","langcode":"pl","language":"en","intl":{"language":"en","languages":["pl","en"],"messages":{"system_site.name":"Heuresis Sp.z o.o. - certified trainings for managers, trainers, negotiators, HR.","system_site.slogan":"Discover the depth of your possibilities.","system_site.mail":"biuro@heuresis.pl","Discount":"Discount","Total":"Total","soft4net_all_rights_reserved":"All rights reserved. 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