| When someone has a higher position or
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| | Researchers watched to see how many
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| more authority than you, the automatic
| |
| | people complied when the experimenter was
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| trigger is that whatever that person says
| |
| | dressed in normal street clothes versus
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| must be true. The FAA found that many
| |
| | when he was dressed as a security guard.
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| errors by flight captains were not
| |
| | After giving the command, the
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| challenged or corrected by other members
| |
| | experimenter would turn a corner so he
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| of the crew. This blind obedience to
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| | was out of the pedestrian's sight.
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| position and authority resulted in
| |
| | Incredibly, almost all of the pedestrians
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| catastrophes. One airline, concerned
| |
| | obeyed when he was dressed in uniform,
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| about this evidence, tested their own
| |
| | even after he was gone! When he was
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| flight crews via flight simulators. They
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| | dressed in street clothes, less than half
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| created conditions that would lead to
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| | of the pedestrians complied with his
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| mental overload and emotional
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| | request. In another study, Lawrence and
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| stimulation. The captains (in one study)
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| | Watson found that individuals asking for
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| would make fatal mistakes at a critical
| |
| | contributions to law enforcement and
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| moment. The airline was shocked to find
| |
| | healthcare campaigns gathered more
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| that 25% of the flights would have
| |
| | donations when wearing sheriffs' and
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| crashed because the subordinates did not
| |
| | nurses' uniforms than when they just
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| take corrective action and challenge the
| |
| | dressed normally.Authority by TitleWe are
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| position of the plane's captain.
| |
| | all suckers to titles. When we hear
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| Authority by PositionThose who have
| |
| | "doctor" in front of a name, it
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| authority based on the position they hold
| |
| | automatically registers in our mind that
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| in the community have Positional
| |
| | this person is important, powerful, and
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| Authority. This includes your boss, the
| |
| | intelligent. We don't even ask if he or
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| U.S. President, or a police officer. A
| |
| | she graduated at the bottom of their
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| landmark study conducted by Stanley
| |
| | class. In the medical profession, the
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| Milgram at Yale University illustrates
| |
| | "Dr." is the king and the head
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| just how powerful Positional Authority
| |
| | decision-maker. We love to hear "two out
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| can be. In his experiment, Milgram had
| |
| | of three doctors recommend" or "nine out
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| some participants pose as "teachers,"
| |
| | ten dentists use this product or
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| while others portrayed the "learners."
| |
| | service." This is all based on authority
|
| The "teachers" were told they were going
| |
| | power. We respect, admire, and follow
|
| to help the researcher test the learning
| |
| | the recommendations or opinions of those
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| levels in the "learners" by giving
| |
| | in authority.In one particular case,
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| progressively more intense shocks each
| |
| | researchers wanted to test and see if the
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| time a "learner" answered memory
| |
| | power of authority by title won out over
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| questions incorrectly.Of course, no real
| |
| | established rules and regulations. They
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| shock was administered, but the
| |
| | were going to see if nurses would
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| "teachers" were not aware of the false
| |
| | over-prescribe an unauthorized drug to a
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| premise, and the "learners" were
| |
| | patient when requested by doctor they
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| instructed to act as though the pain were
| |
| | didn't know. A researcher would call in
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| real. It appeared as though the
| |
| | and tell a nurse he was a doctor and that
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| "learner" were suffering intense pain.
| |
| | he wanted a 20 mg dose of a drug called
|
| The purpose of the study was to see how
| |
| | Astrogen administered to a certain
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| far the "teachers" would go in obeying
| |
| | patient. He told her to do it as soon as
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| the head researcher's authority, even if
| |
| | possible so the drug would have time to
|
| it meant inflicting great pain on a
| |
| | take affect by the time he arrived. He
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| fellow human being. The results were
| |
| | further stated that he would sign the
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| astounding: Two-thirds of the subjects
| |
| | prescription upon his arrival. The
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| delivered as much pain as they could (450
| |
| | experiment intentionally violated four
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| volts), pulling all 30 of the shock
| |
| | rules: First, the hospital forbade
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| switches, even when the acting "learners"
| |
| | prescriptions to be made over the phone;
|
| pleaded, begged, and even screamed for
| |
| | second, Astrogen was an unauthorized
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| them to stop the experiment.This
| |
| | drug; third, the dosage was dangerously
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| experiment strikingly demonstrates the
| |
| | excessive - in fact, double the amount
|
| concepts we've made about Positional
| |
| | specified on the label; and fourth, the
|
| Authority. Consider the following key
| |
| | order was given by a supposed "doctor,"
|
| points: First of all, the "teachers"
| |
| | whom the nurse had never met or even
|
| were noticeably uncomfortable with what
| |
| | heard of. In spite of these red flags, a
|
| they were doing. In fact, they hated it.
| |
| | whopping 95% of the nurses headed
|
| Many of them asked the researcher to
| |
| | straight for the medicine cabinet and on
|
| please end the experiment. But when he
| |
| | to the patient's room. Before they went
|
| refused, they continued on, trembling,
| |
| | any further, they were stopped by an
|
| perspiring, and some even laughing
| |
| | undercover researcher, who told them
|
| nervously. In spite of their extreme
| |
| | about the experiment.ConclusionLearning
|
| discomfort, almost all of the "teachers"
| |
| | how to persuade and influence will make
|
| continued to obey the head researcher
| |
| | the difference between hoping for a
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| until the experiment was over. The
| |
| | better income and having a better income.
|
| converse is also revealing: When the
| |
| | It is the missing puzzle piece that will
|
| scripts were reversed and it was the
| |
| | crack the code to dramatically increase
|
| "learners" ordering the "teachers" to
| |
| | your income, improve your relationships,
|
| deliver more shocks, while the researcher
| |
| | and help you get what you want, when you
|
| protested, not even one single person
| |
| | want, and win friends for life. Ask
|
| obeyed! One hundred percent refused to
| |
| | yourself how much money and income you
|
| obey the "learners" over the researcher.
| |
| | have lost because of your inability to
|
| After obtaining the shocking results of
| |
| | persuade and influence. Think about it.
|
| this experiment, Milgram wrote, "It is
| |
| | Sure you've seen some success, but think
|
| the extreme willingness of adults to go
| |
| | of the times you couldn't get it done.
|
| to almost any lengths on the command of
| |
| | Has there ever been a time when you did
|
| an authority that constitutes the chief
| |
| | not get your point across? Were you
|
| finding of the study."Authority by
| |
| | unable to convince someone to do
|
| UniformDo clothes really "make the man"?
| |
| | something? Have you reached your full
|
| In certain instances, yes, they do. When
| |
| | potential? Are you able to motivate
|
| you wear a uniform to play a certain
| |
| | yourself and others to achieve more and
|
| role, that uniform evokes power over
| |
| | accomplish their goals? What about your
|
| others. People create impressions or
| |
| | relationships? Imagine being able to
|
| even illusions of power with what they
| |
| | overcome objections before they happen,
|
| wear. When you wear the right clothes
| |
| | know what your prospect is thinking and
|
| for the situation, you can persuade
| |
| | feeling, feel more confident in your
|
| without even speaking. Think of what a
| |
| | ability to persuade.Go to and take the
|
| police uniform says; imagine a police
| |
| | free Persuasion IQ analysis to determine
|
| officer trying to clear a urban riot in
| |
| | where you rank and what area of the sales
|
| street clothes. The officer in uniform
| |
| | cycle you need to improve in order to
|
| will get immediate attention because we
| |
| | close every sale! Take your test now at
|
| respond and respect uniforms. Even
| |
| | Mortensen teaches over a hundred
|
| clergy who wear their robes command more
| |
| | techniques to give you the ability to
|
| respect and are able to persuade and
| |
| | effectively work with every customer that
|
| influence with higher efficiency than
| |
| | walks in your door. Professional
|
| they can when sporting street clothes.
| |
| | success, personal happiness, leadership
|
| We see a doctor in a white coat and
| |
| | potential, and income depend on the
|
| automatically assume he is a medical
| |
| | ability to persuade, influence, and
|
| professional who knows exactly what to
| |
| | motivate others. Kurt Mortensen's
|
| prescribe. When a businessperson shows
| |
| | trademark is Magnetic Persuasion; rather
|
| up in a $1,500 suit and polished shoes,
| |
| | than convincing others, he teaches that
|
| we automatically assume his is in charge
| |
| | you should attract them, just like a
|
| or is the decision maker. We know people
| |
| | magnet attracts metal filings. He
|
| treat us differently based on how we
| |
| | teaches that sales have changed and the
|
| dress.In one experiment, a man would stop
| |
| | consumer has become exponentially more
|
| pedestrians in New York City. The
| |
| | skeptical and cynical within the last
|
| experimenter either had them pick up
| |
| | five years. Most persuaders are using
|
| paper bags, move from where they were
| |
| | only 2 or 3 persuasion techniques when
|
| standing, or requested they give money to
| |
| | there are actually 120 available!
|
| a perfect stranger. The experimenter
| |
| | Learning how to persuade and influence
|
| would point to another man nearly fifty
| |
| | will make the difference between hoping
|
| feet away, telling them the man had over
| |
| | for a better income and having a better
|
| parked and didn't have any change to pay
| |
| | income. Go to and take the free
|
| the meter. He would then tell them to go
| |
| | Persuasion IQ analysis.
|
| give the man the necessary change.
| |
| |
|
