9 psychological tricks to make people do what you want 

You don't need to be the CEO to make people listen to you.

Psychological research suggests that there are plenty of ways to motivate people to do what you want, without even realizing that you convinced them.

We've put together 9 scientifically backed strategies to make people love you, buy things, and give you what you're looking for.

Each of them will make you feel more powerful.

1. Use the "trap" option to get people to buy your product

In his TED Talk (Technology, Entertainment and Design) lecture, behavioral economist Dan Arieli explains the "trap effect" using an old Economist ad as an example.

The ad included three subscription levels: $59 for online magazine browsing only, $159 for print only, and $159 for online magazine browsing with printout. Ariely discovered that the $159 option just to print was there just to make the $159 option to print and internet look more tempting than if it were paired with the $59 option.

2. Adjust the atmosphere to make people behave less selfishly

Conditioning" is a powerful psychological phenomenon where one stimulus produces a certain response to another, often unconsciously.

One study cited in the book "You're Not Very Smart" found that participants who played the alarm game (a game in the field of experimental economics) chose to keep more money for themselves when they were sitting in a room with a bag, leather wallet, and fountain pen than when they sat in a room with neutral objects. Although none of the participants knew what happened, business-related things may have excited them with a competitive advantage.

This tactic will probably work when you're negotiating with someone – instead of meeting in the meeting room; consider holding the meeting in a café so your partner is less aggressive.

3. Imitate people's body language to attract them to like you

The next time you try to impress the hiring manager or the person you are interested in, try skillfully imitating the way they sit and talk – they're likely to like you more.

Scientists call this the "chameleon effect": we tend to love conversational partners who imitate our postures, behaviors, and facial expressions.

The strangest thing about this phenomenon is that it often occurs unconsciously.

Most of the participants in the "Chameleon Effect" study were unaware that they had been imitated.

4. Speak quickly so that your opponent agrees with you in your argument

How you communicate your ideas can be just as important as the essence of your argument.

Research suggests that when someone disagrees with you, you should speak faster so they have less time to absorb what you're saying.

Conversely, when you make an argument that your audience agrees with, it's helpful to speak more slowly, so that they have time to evaluate the message.

5. Ask people for favors when they feel tired to get them to cooperate

An attentive mind may express some doubt when approached with a request. However, a tired or distracted person is likely to be less critical and will simply accept what you say as true.

So, if you plan to ask a coworker to help with a project, it's best to ask at the end of the workday. This way, your colleagues will have been drained of the day's tasks and will not have the mental energy to realize that they prefer to do something else.

Be sure to give back by helping them with a project next time, so you're not simply an exploiter of your hardworking colleagues.

6. Use nouns instead of verbs to get people to change their behavior

In one study, participants were asked two types of the same question: "How important is it to vote in tomorrow's election?" and "How important is it to be a voter in tomorrow's election?" and the results showed that participants in the "voter" status were more reactive in casting their votes the next day.

This is likely because people are driven by the need to belong, and the use of the name reinforces their identity as a member of a particular group.

7. Focus on what your negotiating partner earns to get them to agree to your offer

While negotiating, research suggests that you should focus your partner on what he will gain rather than on what he will lose. For example, if you're trying to sell a car, you should say, "I'll give you my car for $1,000" instead of "I want $1,000 for the car."

This way, you'll convince your partner to see things from a different perspective, and they'll probably be more likely to be receptive.

8. Don't look too sure

A great research published in 2016 analyzed activity on Reddit's ChangeMyView channel, a forum where people make arguments and ask others to challenge them.

One unexpected finding of the study is that people who reserve their arguments – for example, by saying, "It may be so" – are ultimately more successful at changing the original publisher's mind. The researchers say this finding may be due to the behavior softening the counterargument.

9. Tell them that they are free not to comply

It may seem unexpected, but reminding people that they have the option not to do what you want can often motivate them to fulfill your request.

A recent review of studies highlighted the effectiveness of the "but you are free" technique: reaffirming someone's freedom to choose can double their chances of doing what they want, whether it's a donation for a specific cause or just a survey.

Precise wording doesn't matter much; you can say something as simple as, "But certainly you're not forced.