'INFLUENCE' A Roadmap to Closing Deals
The Truth About Meditation AN ANCIENT SOLUTION TO MODERN PROBLEMS
Close your eyes and take a deep breath.
This is the first step in every meditation session. Though often associated with the New Age metaphysical movement, meditation isn’t all about incense and healing crystals. Meditation is an ancient practice that strengthens your mental focus, and recent research suggests that it offers real solutions to modern problems.
Business majors and longtime entrepreneurs will be very familiar with this work. And in an age when many shiny new theories on leadership and personal development come out every year, it’s refreshing to revisit a classic that has stood the test of time. Thirty-five years after its original publication, “Influence: The Psychology of Persuasion” should still be required reading for marketers, small- business owners, and anyone else looking to improve their negotiation skills. Written by Dr. Robert Cialdini, “Influence” explores why people say yes. A professor of business and psychology, Dr. Cialdini is uniquely qualified to tackle this question, combining scientific data with practical applications. “Influence” is still a subject of praise, with marketing research groups and journals of psychology lauding the book as a “proverbial gold mine.” You don’t have to get too far into “Influence” to see why. Dr. Cialdini lays out six “universal principles” of the human psyche. These include “Reciprocity,” our tendency to want to return perceived kindness or concessions; “Commitment and Consistency,” our tendency to cling to past decisions; and “Scarcity,” our tendency to assign value to things based on their rarity. While these may sound like surface level business concepts, the way Dr. Cialdini uses these principles as a launching point gives “Influence” value. With each principle, the author dives into examples of how these psychological elements can be used by you or against you in any negotiation. Take “Commitment and Consistency” for example. If you are able to get a person to agree with you on several small points, you lay the groundwork for them to agree with you in the future. Conversely, you can be more alert when people try to use this tactic on you. One of the most powerful results of reading “Influence” is that it helps you recognize behaviors you yourself were unaware of. Indeed, that’s the whole underlying thesis of Dr. Cialdini’s work: As social creatures, we all have habitual behaviors geared towards finding common ground with others. Once you are aware of these behaviors, you’ll begin to see conversations and negotiations in a whole new light.
WHAT IS MEDITATION?
Meditation has strong roots in various religious and cultural traditions, but anyone can find value in practicing it. The purpose of meditation is to strengthen your mind by promoting mindfulness, focus, and awareness.
DOES MEDITATION WORK?
It depends on what you mean by “work.” Will meditation allow you to defy gravity and hover above the earth? Probably not. But there are so many benefits that will leave you feeling lighter in another way. A study published in JAMA Internal Medicine found that mindful meditation lowers stress levels, and patients who habitually meditate report less chronic pain. Another study published in the same journal found that regular meditation also fights depression. Meditating is as simple as sitting in a quiet place, closing your eyes, and focusing on your breathing for a few minutes. Whenever your mind starts to wander, gently bring it back to your breath. You don’t need to climb a mountain or pay for a week-long retreat to start meditating. That said, there are plenty of resources that help beginners build a strong foundation for meditation. Popular apps like Calm or Headspace are available on any smartphone and offer guided courses you can start anywhere, anytime. You could also check online or at your local community center for group classes if you would like some in-person guidance. Meditation isn’t a magical ritual that will cure all that ails you, but plenty of research suggests meditation does provide tangible benefits to our mental and physical well- being. Maybe one day, meditation will be as commonplace as daily exercise. HOW DO I MEDITATE?
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