False promises on top

There's a very clear winner this week - a whopping 79% of you think that of the four choices, false promises trigger you most.

Why is that, do you think? Is it because you value transparency as a key component in healthy relationships, particularly in the workplace and any erring away... that's what triggers you? Or maybe it's something else. Perhaps, for example, you're taken in by someone's status. Maybe you've been persuaded to buy a service because it promises to give you something easily that you've found it difficult to acquire, like wealth or another kind of out-of-reach goal.

The false power of scarcity

Dr. Robert Cialdini is a professor emeritus of psychology and marketing at Arizona State University and is the author of several best-selling books on persuasion and behavioural psychology, including "Influence: The Psychology of Persuasion" and "Pre-Suasion: A Revolutionary Way to Influence and Persuade."

In his research, Dr. Cialdini has identified six key principles of persuasion, one of which is the principle of scarcity. This principle states that people are more likely to desire something that is perceived as being scarce or limited in availability. False promises can be particularly effective at exploiting the scarcity principle, because they offer people something that they may perceive as being scarce or limited in availability, such as a quick and easy solution to a problem or a chance to achieve their goals quickly and easily.

Who do you believe?

And what if a teacher or doctor tells you something, do you tend to believe it straight away? If someone with low authority or status tells you something, on the other hand, educationally, hierarchically in the workplace or socially, do you tend to believe or even listen to them?

In addition to his principle on scarcity, Dr. Cialdini has written extensively about the ways in which people can be influenced by authority figures. He has found that people are more likely to comply with requests from people who they perceive as being in a position of authority, such as doctors, lawyers, and police officers. This is because people have a tendency to trust authority figures and to believe that they know what is best for them.

False promises can be particularly effective at exploiting the authority principle, because they are often made by people who are perceived as being in a position of authority, such as financial advisors, investment brokers, and salespeople. These individuals may claim to have expertise in a particular area or to have access to insider information, which can lead people to believe that their promises are true.

Protect yourself from false promises

So why not take Dr. Cialdini's advice.

Think of your situation first before being manipulated by others. Check in with your emotions. Are you particularly vulnerable or susceptible? Do their promises seem plausible? Are you being duped by their seeming social stature? By being aware of the principles of persuasion and the ways in which your mind can be manipulated, you can be more critical of the promises that you are presented with and less likely to fall victim to false promises.