From the course: Influencing Others

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- Encourage commitments and consistency. People generally want to be seen as honoring their commitments and as behaving consistently, being someone that can be counted on instead of flip-flopping or being hypocritical. Commitments are most powerful when, one, they're public, made in a way that others hear and will know if they violate the commitment. Two, they're active. They take an action in conjunction with a commitment, such as putting an item on their calendar. Three, they're voluntary. They don't feel forced into it. Here's a great example. A restaurant was having problems with no-shows, people making reservations and then not showing up. The no-show rate was 30%. Then they made a change in how they took reservations to make them public, active, and voluntary. They used to say, "If you have problems, "please give us a call." They changed that slightly, but significantly, to a question: Will you please give us a call if you can't honor the reservation? Then they paused, which is…

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