How to Get People to Say Yes: A Psychology Professor Explains the Science of Persuasion

How to Get People to Say Yes: A Psychology Professor Explains the Science of Persuasion | Inc.

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5 жыл бұрын

Robert Cialdini, author of Pre-Suasion, describes to Inc. president Eric Schurenberg the most important factors for influencing people.
#Persuasion #Psychology #RobertCialdini
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@xasancle 2 жыл бұрын

6️⃣ Main 1️⃣ 03:22 +42% Reciprocity. 2️⃣ 03:49 Likeability. 3️⃣ 04:17 Authority. 4️⃣ 04:33 +13-20% Social Proof (Popularity). 5️⃣ 05:52 +50% Scarcity. 6️⃣ 06:22 +18% Consistency (Commitment). 1️⃣1️⃣ Complementary 7️⃣ 08:10 Framing (Comfort vs Cost). 8️⃣ 10:42 Military (Individual vs General Strategy). 9️⃣ 13:13 Focus ≠ cause. 1️⃣0️⃣ 15:25 False confession. 1️⃣1️⃣ 18:54 Fear = Abundance (Group) 1️⃣2️⃣ 20:28 Attraction = Scarcity (Individual). 1️⃣3️⃣ 21:32 Mistery (Cliffhanger, "Need To Close"). 1️⃣4️⃣ 24:12 Authority (Counterargument). 1️⃣5️⃣ 25:37 Environment (Out Of The Box). 1️⃣6️⃣ 27:06 +27% Place Attraction (Flower Store). 1️⃣7️⃣ 29:40 *3 Togetherness. 1️⃣8️⃣ 31:49 Focusing illusion = Anchoring (attention overvalue). Extra Combine 1️⃣&2️⃣...

@mrrboos1106 Жыл бұрын

Great Job

@ziad3873 Жыл бұрын

Ur the GOAT 🐐, thanks my G

@ayandaw.432 Жыл бұрын

Beautifully done. Thank you

@NickAncker Жыл бұрын

Thank you sir XS

@egb6322 Жыл бұрын

Thanks

@akhileshbhagwat 3 жыл бұрын

Look at his body language, He keeps eye contact throughout the session along with changing his voice tone high up and low. He also use hand gestures to make it for interesting. By doing all above things he successfully persuaded the interviewer to listen & believe what he was saying, the interviewer leans forward toward him and he too keeps eye contact throughout the interview.

@Miamitalentg 3 жыл бұрын

You fell for that horse shit? Bruh.

@Wanderersays 3 жыл бұрын

@@Miamitalentg You're here too, aren't you? :)

@sophiafake-virus2456 3 жыл бұрын

Yet his over surgically enhanced face and his fake friendly persuasion is abhorrent to anyone with intuition.

@raquelreich4690 3 жыл бұрын

@@Wanderersays 6 8 8

@Wanderersays 3 жыл бұрын

@@raquelreich4690 How can I decipher that? :)

@Aris-Darling 3 жыл бұрын

6 Universal Principles: 1. Reciprocity - People want to say yes to people who have given them something first 2. Liking - We prefer to say yes to people we like (do this by finding commonality with opponent) 3. Authority - We say yes to people who are competent/experienced 4. Social Proof - If our peers are doing something, we think it's a good idea too ("this is our most popular item" boosts sales) 5. Scarcity - We like something that is rare, not easily accessible 6. Commitment & Consistency - If we asked people to take a step towards us, they continue to because they've already invested (eg. doctor's office with scheduling)

@Sajidkhan-wy6nw 2 жыл бұрын

Thnx

@MX-CO 2 жыл бұрын

😊 thanks

@user-lo6jq1od9f 2 жыл бұрын

Appreciate it !!! Aris

@ahsanmohammed1 2 жыл бұрын

Thank You

@cvsearchuk6231 2 жыл бұрын

Thanks

@abnersatisfied4276 3 жыл бұрын

OMG, this interviewer is a pro he is so interested in what this expressive man has to say, very good interview both sides...

@ngunjilla7647 2 жыл бұрын

I have been looking for this comment. Notice how the interviewer follows him. Bob is great at persuading no doubt but the interviewer is smart and strategic with his questions. He is a pro, notice how He asks pertinent questions that will steer Bob to talk more😃😃😃😀

@1CT1 2 жыл бұрын

Accept Jesus Christ as your Lord and Savior and you will be saved. John 3:16 (share the good news of the gospel around the world!) Have a wonderful day/night, may the LORD bless you all, and farewell!,.,,,,,

@jimba6486 Жыл бұрын

What a time we live in one guy can stand out so much for actually knowing how to do their job and competently well, that we all pause to admire him for just doing his job. A sad commentary on modern interviewers.

@iamsatisfied9135 Жыл бұрын

@@jimba6486 true, these days mediocrity is the norm.

@fmlAllthetime Жыл бұрын

Yep it's so bad "these days". Wonder how competent medieval peasants we're at interviewing, basic rhetoric or reading...

@bdpatton2 5 жыл бұрын

6 universal principles .... reciprocity, likability, authority, social proof, scarcity, and consistency

@jackbarker3329 4 жыл бұрын

Dear Ben Patton --- I once had one of Mr. Cialdini's books in my personal library, but then I lost track of it. I am a big fan of R. C. I have to wonder if you are related to the General himself, George Patton! How PERSUASIVE do you think George was as a high-ranking general in the U.S. Army? I'm guessing he was darned persuasive, wouldn't you? I'm wondering what your experience has been playing the persuasion game? Does your ability to make money, is it related to how persuasive you are when you are talking to people about whatever it is you have to offer the marketplace? I'm guessing that it is. I am a Christian pastor. Can you think of any line of work in which it behooves the "persuader" to be as persuasive as possible with respect to the person you are talking to, than being a Christian pastor? On top of that, I believe I have the gift of evangelism! That obviously means that a good portion of my time is devoted directly to "persuading" the person I'm talking to, to accept God's offer of salvation. --- Pastor Jack Barker

@sha1841 4 жыл бұрын

Thanks Ben!

@osrsfonzie1897 4 жыл бұрын

And Botox

@rhoduskal-cious3243 4 жыл бұрын

Online Income Police he was looking for likability 😂😂😂

@Enormymous 4 жыл бұрын

@@jackbarker3329 mom says that when I see someone use words like "darn" on the Internet I have to tell her so she can make sure they get into trouble. You have broken my little heart :'(

@dalor4906 2 жыл бұрын

Anybody building an algorithm? You're at the right place

@thedr00 4 жыл бұрын

I spent 4 days on a course with Bob Cialdini some years back. He's one of the kindest, most sensitive people I've ever met. His book is a fascinating read. Well worth it.

@healthyfood661 3 жыл бұрын

this comment has pre-framed 13.5% skeptics into book buyers.

@liliparodicoachensaludynut7643 2 жыл бұрын

what is the name of the book?

@thedr00 2 жыл бұрын

@@liliparodicoachensaludynut7643 "Influence: Science and Practice"

@gonzalogalante2577 2 жыл бұрын

What about the talibán? Damn liar

@Directory1 2 жыл бұрын

@@healthyfood661 thx

@EsotericArnold 4 жыл бұрын

"nothing is as important as you think it is, while you are thinking about it." - I need this guys book pronto!

@TheBitcoinExperience 4 жыл бұрын

The amount of value in this video is insane!

@PetarLuketina 5 жыл бұрын

Is is one of the few videos that's worth every second of attention. Thank you for keeping things focused on the spread of information, rather than personal stories or self-promotions.

@ugoc3300 4 жыл бұрын

If you need to force someone's arm for personnal gain, this is your time. You can sell crap now. Or you can work for pharmacy company marketting drugs.

@chrisarnold3553 4 жыл бұрын

Think you were taken in... most of his examples are assumptive not factual. (I checked out many of his claims)

@starfighter1972 2 жыл бұрын

Every second and every minute is precious.

@katrecemiller8325 2 жыл бұрын

It’s just 7 days and the outbreaks are well treated and unseen. Thank you so much Dr. Aloha for curing my HSV 1&2 completely. #Autism #Cancer #Herpes 🌱🍵kzfaq.info/love/_YFEEZEr1BxGkNg1d4vqww❤️🍀

@joycepalanca9391 Жыл бұрын

Ok I’m

@cthoadmin7458 4 жыл бұрын

I have no real interest in the persuasion industry, but the psychology behind all this is truely fascinating.

@starfighter1972 2 жыл бұрын

I turned into this video reading the word psychology first.

@nvmffs 2 жыл бұрын

Well, for one - it helps you to protect yourself against the persuasion industry...

@northernwildshewolf1729 2 жыл бұрын

The more we know about the psychology of persuasion the less likely we will be manipulated by the sales industry etc

@Loki_Dokie 2 жыл бұрын

Sales is persuasion, persuasion is selling. You are reading persuasion with a negative association.

@JohnJ469 2 жыл бұрын

Then I advise you to look/think deeper. What's a job interview if not a sales call by the applicant?

@tomdeters735 4 жыл бұрын

Alot of these kinds of books and presentations are good because they help remind us old sales people of sales tips-tools we have forgotten and they keep us sharp. This is groundbreaking info. Not only that, but he backs it up with factual examples. I'm going to have to watch it again, take notes, then think of ways to implement these tips into my own industry to help my customers.

@Zarghami 5 жыл бұрын

Persuasion is one of the most important tools in life.

@incmagazine 5 жыл бұрын

Couldn't agree more!

@onewildride3779 4 жыл бұрын

@@incmagazine to À

@JIANYM36 4 жыл бұрын

Especially when your trying to get laid

@Alex_1729 4 жыл бұрын

But not the "most" important.

@karmaforsale2334 3 жыл бұрын

I agree.

@thomask837 3 жыл бұрын

Cialdini is a legend. Read his first book in my 20's. Amazing book, in my top 10 reads.

@johngreenbury7911 3 жыл бұрын

As a long-time sales trainer and having used Bob's ideas in countless ways, I can tell you that you will learn more about selling from his insights than you will from most other so-called sales trainers. My advice is to listen very carefully, make notes and then go back and ask yourself, "how can I apply this?". Try one idea and see what happens.

@katrecemiller8325 2 жыл бұрын

@Glitch-Gremlin Жыл бұрын

How would you use these ideas to get help Medically? ive basically had doctors tell me my pain is just in my head, and ive had others tell me they believe me, but there isn't much that can be done. what would you do?

@ivey1luv 4 жыл бұрын

I don't know how I even got here or why it was in my suggestions but I'm glad I stayed. That was awesome and very informative. I'm an entrepreneur and this I feel like this info will fill in the gaps of what's missing in my small business.

@janetlynch2920 4 жыл бұрын

I was distracted by the Botox comments for awhile, lol. What’s your business? I’m learning to apply for my business too.

@wedance365 2 жыл бұрын

2021... I can't get enough of this man. Marvellous!

@jwest997 4 жыл бұрын

The whole thing about making people write down their appointment as a social proof doesn't include how it could just easily be from the act of making the person write it down, you remember something much better when you write it down versus hearing it (the person writing it for you and handing it to you).

@sirisaksirisak6981 2 жыл бұрын

Rare to hear this precious conversation which can appliciable to our life.Thank you both of you so much, sir.

@persianchris2451 4 жыл бұрын

This is what I LOVE! Formulas/algorithm tactics... Learning frameworks.. I have grown to love psychology in so many ways... It began with Tony Robbins introduced me to Neuro Associative Conditioning but pre-suasion is a whole different animal.

@arbeyorrego733 4 жыл бұрын

My appreciation for this content, love being educated

@freeshipping9643 Жыл бұрын

Robert caldini is an amazing man to listen to. His study's are what make the world go round in my opinion.

@Studio-yc3ko 4 жыл бұрын

What's focal appears to be causal. Brilliant! Thank you for the presentation.

@cetti4405 4 жыл бұрын

I love vids that gets straight to the point and this interview does that. Fantastic Info!

@bizgriff1701 3 жыл бұрын

Nike keeps telling us everytime!

@ahmadabed4939 3 жыл бұрын

6 universal principles .... reciprocity, likability, authority, social proof, scarcity, and consistency

@callannewell4731 3 жыл бұрын

Nike keeps telling us everytime!

@re431 3 жыл бұрын

I love those teacher or anyone who are exited to teach us something new

@selinashek3058 Жыл бұрын

Mr Cialdini, my heartfelt thanks for your , passion and genuineness in sharing. So much wisdom, eye opening, thx again. The interviewer Mr Schurenberg is very professional never interrupt or talking too much. Big thx too.

@langdonlycroft704 2 жыл бұрын

Actually using this information in real life requires a lot of practice. And it doesn't just work. It works on some people and you have to change which techniques you rely on and how you enable them person to person. Being a truly great sales person is about reading people's minds

@engineeringbeginner 9 ай бұрын

It's all about body language and Emotions and tone of voic

@firchester 4 жыл бұрын

Applause, this Professor should be adopted in every school and every book related to company management.

@raphael52 2 жыл бұрын

His passion for what he knows. WOW!!! Just ordered my copy.

@_pudu661 Жыл бұрын

absolutely brilliant, what intelligent people. i enjoyed the flow of conversation and how he immediately had a response for every question and didnt have to think hard about it. brilliant! i learnt a lot

@UncompressedWAVmusic 2 жыл бұрын

WOW, I learnt so much, so many great strategies and tips and I felt like I had a long great seminar and it was only 34 minutes and jam packed with powerful tips.

@pauls7056 4 жыл бұрын

Excellent interview, Inc. I have to say that most interviews I see I race through and pick things up. On yours, I watched it all, paused and even rewound. Its was so good. I found Professor Cialdni's answers short and useful (contrast with some other academics that take you into a deep hole) and Eric Schurenberg's questioning technique was absolutely first class in homing in on the most important parts of the research being discussed. Great video. I learnt such a lot form it! Thanks for posting.

@timrichardson518 2 жыл бұрын

his books are just as good

@jaychatfield9937 2 жыл бұрын

This is some of the best information I’ve found on KZfaq yet even from all the great people that I follow and listen to

@liliparodicoachensaludynut7643 2 жыл бұрын

I love the way you present this subject. Thank you.

@rainbowgirl1444 4 жыл бұрын

Great interview. Excellent content & advice from Dr Robert Cialdini!

@re_styles 4 жыл бұрын

Exceptional interview. Bob you’re a real go-getter. thanks 😊

@americansailor7967 Жыл бұрын

Robert Cialdini is by far the best out there. Read all his books. He the monster of influence.

@byronfoster4306 2 жыл бұрын

As a behavioral scientist you have successfully kindled an interest in these concepts!

@stinkleaf 5 жыл бұрын

"Attentional Bias" -13:13 "What's focal is perceived as causal. What we are paying attention to normally in our environment are causes." At the very end of the segment, he comes full circle with the attentional bias has an antidote.

@madisonkerslake3250 Жыл бұрын

I could’ve listened to you guys talk for 12 hours straight. Amazing interview and such valuable information.

@true_human_007 2 жыл бұрын

OHH MAN, ....... THIS IS BEST SESSION ON MARKETING AND SALES EVER I HAVE UNDERGONE.

@goldeneddie 4 жыл бұрын

I get his point about context influencing choices. It is important where you are when you ask someone for something, like the flower shop example. I find people are much more likely to agree to my demands when they are locked in my basement in the dark with nothing to eat.

@ivey1luv 4 жыл бұрын

Now that's persuasive

@theresamayton302 3 жыл бұрын

Too funny

@SultanAhmed-lf4ju 3 жыл бұрын

Wonderful clip indeed.Thanks a lot to both the questioner and the responder as well. 👍

@SoulWinningButterfly Жыл бұрын

I could listen to this over and over and gain increased awareness each time. I am so thankful for such knowledge.

@amaahema 4 жыл бұрын

Exactly a year after posting and here I am. Not a mere coincidence. Very useful information. I'm so glad

@l4lintl608 4 жыл бұрын

Preach Brotha, Preach! This information was gangsta! Loved every sec, thx Prof!

@petergarety 4 жыл бұрын

It's unbelievable how very few people realize that book The Influence by Mr. Cialdini is the SECRET KEY to results that you want in business and life. I have read that book at least 20x and if I would need to attribute my success to one specific tool, it would be this book. And funny enough, it costs nothing in comparison to the results it brings. Amazing!

@meow1799 4 жыл бұрын

It's not the book it's YOU Good job

@shubhangjain9 3 жыл бұрын

such a humble, calm personality

@tupilwesinyangwe5098 4 жыл бұрын

Influence really opened my mind, Robert you're a true genius brother!

@jsbiko 5 жыл бұрын

This is a masterpiece

@dantaylor1995 4 жыл бұрын

That was very interesting im going to use some of these brilliant ideas.

@engrmunim 2 жыл бұрын

Thanks a lots for both of you. Required to be viewed many times

@dj_poopypants 2 жыл бұрын

I'm an "influencers" nightmare. I know what I want. No one can sell me anything that I don't want or need and I need very little and what I want is usually very specific. BUT check this out, I realized that I'm STILL manipulated and influenced to buy these things that I think I need and want but truthfully I don't! So who then is "selling" me these things you ask? The mind! The mind will ALWAYS keep you wanting and needing. It's the ultimate salesman! Few people on earth can say no to the mind. 😎

@maverick_13_44 Жыл бұрын

What a fascinating interview. So much useful and interesting knowledge! I bought this book right away after this. Thank you for this interview. Excellent guest and interviewer and so appreciated! Fantastic!!! Amazing! So great!

@MrMarcelWiel 2 жыл бұрын

Absolutely fascinating! Thank you so much for this valuable information

@monkiram 4 жыл бұрын

I finished this video with the realization that the things he's talking about are most probably not as important as he's currently persuading me they are. This is too meta for my brain

@dubgreign 4 жыл бұрын

i think he did

@bensmith7672 4 жыл бұрын

Lol

@Gwopomoli 4 жыл бұрын

Momera lollsssss

@charlesg7926 4 жыл бұрын

No, they’re important as hell trust me. I know

@CobraAquinas 4 жыл бұрын

Nah you're just right. That's the end of the thought, you being correct lol.

@radudinulescu5691 4 жыл бұрын

Finally a very usefull video that does not waste time and its packed with value, my full appreciation :) !

@UnusualSubstance Ай бұрын

There is a new principle of influence in the latest updated version of Influence called Unity. I learned about Dr. Robert Cialdini last year and after reading all his books I have had my mind blown so many times by his work that I'm now going through every podcast/interview of this legendary man.

@mrbeastwithnomoney 2 жыл бұрын

His voice is extremely soothing

@BWater-yq3jx 2 жыл бұрын

That's part of the persuasion; I've noticed a lot of 'sales' types have this. Extremely effective if the potential customer happens to get ASMR!

@malachijames 3 жыл бұрын

Michael Douglas doing the intervew is a bonus!

@TourmalineFilms 4 жыл бұрын

Fascinating video, Robert communicates excellently and his storytelling skills are evident here.. Definitely gonna buy Influence.

@SoCal_Jeff 3 жыл бұрын

I have a BA in psychology. Cialdini was influential in a number of courses.

@ondesco1364 2 жыл бұрын

Pun intended?

@laur2139 4 жыл бұрын

Thank you so much for this!

@geladeramovel 3 жыл бұрын

Que capacidade de explicar um assunto. Grande Professor...

@shennaghaytacan4640 Жыл бұрын

Mindblowing concepts! Thank you so much for sharing this video and to the two gentlemen :)

@rlwoods4218 2 жыл бұрын

This is excellent. Love his knowledge and his energy. He loves what he does & it shows. Glad to have watched.

@arthurkk2581 3 жыл бұрын

This man will make me a millionaire soon.

@lolliz100 4 жыл бұрын

And this is the level of Psychology I Love. Imagine The top Global companies hiring/contracting Specialists like this to Market their products. And I Love it. Because if they can do it, then I can do it too. Ethically of course... *Smirks*

@socratescastillo8049 4 жыл бұрын

lolliz100 words words words. You see every millionaire talking about how it sucked at the beginning, dont give up man

@jesuscastaneda7018 3 жыл бұрын

extraordinary information thank you, a window of wisdom opens before our eyes

@sanskaradhikari8827 Жыл бұрын

it's so good it needs a rewatch

@alvinprettyman1802 5 жыл бұрын

thanks for posting

@kumbuabraham3633 2 жыл бұрын

Robert cialdini is a very Interesting professor...Had me glued the whole time wow. I'm speechless. *am gonna apply these techniques straight away.

@SuperiorityQomplex 2 жыл бұрын

One of my favourite tricks to getting someone to agree to something is actually to get them to say 'No'. 'Would you be against the idea of X?' Saying No clearly is a positive in this case. But it's easier to say no to something than yes anyway. It just bypasses the issue completely..

@embiqioused 2 жыл бұрын

I own several brick and mortar furniture stores. This video is excellent and all my staff will be mandated to watch it.

@JahBreed 4 жыл бұрын

This is a really great presentation.

@nextgroup8262 3 жыл бұрын

Nice interview, it is a great summary of the Influence book in few min

@texgal3990 4 жыл бұрын

I would attend many classes of his. I have learned more in this one video than I have in 50 from other videos . I love the part about your environment. I work with home health and take care of the elderly. I am always around sickness. And feel boxed in.

@SalihARCrypto.i.o 2 жыл бұрын

Wow. I was a high producing salesman and some of the info he shared I’d never known. Great. Thanks.

@peacetruth4802 4 жыл бұрын

What a lovely and informative interview.

@hameddadgour 4 жыл бұрын

Great interview. Well done!

@davidanthony6408 3 жыл бұрын

This is why personal and business budgeting is so important.

@angelicasoto6501 3 жыл бұрын

This is my new morning video

@pashaveres4629 3 жыл бұрын

I want to learn the functioning of human beings, of their brains in particular... so that I can exploit that, exploit them, for my own gain. Learning to do that even better. Thanks! :)

@gregoryrichardson508 2 жыл бұрын

Great interview No fluff this dude's good

@courtneymattingly608 Жыл бұрын

This was very good insight. The 6 Universal Principles of Influence

@marlenelujimin3420 3 жыл бұрын

Thank you inc. for sharing this🙏🙂

@tylercarter8459 3 жыл бұрын

This man could sell me my own shirt.

@kameracamera8120 3 жыл бұрын

Supplies are limited. Times running out.

@poizonedgrape4454 2 жыл бұрын

🤣🤣🤣🤣🤣 thank you. Your comment made my day 😄👍

@jonbarrett9053 5 жыл бұрын

Excellent Advice, Dr. Robert Cialdini. thank you (Advice, and not opinion) 😉

@billnunley1470 4 жыл бұрын

Did anyone notice the small percentage of dislikes compares to likes? I tend to pay attn to dislikes because I'm fascinated that some people will dislike anything they watch. This video is well in the bottom of my observations of likes vs dislikes.

@obunny3251 2 жыл бұрын

Oh. I watch the like to dislike ratio too. I think I have found about two videos that do not have any dislikes at all after being posted for a couple of years.

@videointerviews 4 жыл бұрын

‘Nothing is as important as you think it is, while you are thinking about it.’We overvalue the things we are paying attention to. Kahnerman is normally associated with Prospect theory … that in times of uncertainty we normally give more weight to losses rather than gains. Interesting.

@MrSaemichlaus 4 жыл бұрын

The interviewer should have been screaming "yes" all through the video due to the strong eye contact of the professor.

@purposeactionllc7988 4 жыл бұрын

It’s in the Presentation!

@bonjourjetsetter 2 ай бұрын

This was a great interview. I was so surprised how much I learned. A+

@ninaphilippe 5 жыл бұрын

Awesome discussion! Mind opening! Start creative meetings outdoor!!

@DennisEvansdje 5 жыл бұрын

I'm interested, I'll try it at work

@hariskhanhere 3 жыл бұрын

Man, the value in this short half hour video is the biggest example of how powerful Internet is and how lucky we are to be able to acquire such valuable knowledge this fast and free.

@robertmoore2348 4 жыл бұрын

That guy is packing some serious meat. Really brought his power package for this one.

@raymundopena5144 4 жыл бұрын

😂😂😂😂

@mycroft942 4 жыл бұрын

Focal is causal

@thebidstar26 4 жыл бұрын

It's surgery

@mirrytiara946 4 жыл бұрын

🤣🤣🤣🤣

@JohnJohnson-hl4fv 3 жыл бұрын

That's funny. I'm still laughing. Thank you. That's his how to get laid package. I'm going out tonight with a cucumber down my pants. Wish me luck!

@realisticfacts5213 4 жыл бұрын

Mr. Eric, big thanks to you for this wonderful interview. All respect and thanks go also to Mr. Robert, he has opened my eyes on lot of things on human nature. Thank you.

@pukasmom 3 жыл бұрын

I used to not be able say no to anything just about I had to work on that part of me because it got me in real trouble. I've learned to say No. But these tricks do work...