Danubius International Conferences, 17th International Conference on European Integration - Realities and Perspectives
Persuasion Tactics In Sales Negotiation For Cosmetics
Last modified: 2022-04-21
Abstract
The paper aims at highlighting whether or not the six basic categories of persuasion tactics, usually used by persuasion experts, are applied also in negotiating sales of cosmetics. Each of the six basic categories is guided by a fundamental psychological principle that governs human behavior. These principles that lend their power to persuasion tactics are: reciprocity, consistency, authority, social proof, rarity, and sympathy. Given the power of these "weapons of influence", it is increasingly important for members of society to understand what they are and how they are used. All these principles have results depending on how much they manage to produce automatic submission from people i.e., how much those who use these principles manage to get an impulsive "yes" from people without a thoughtful deliberative process. The study uses a qualitative methodology of in-depth interviews with people who sell cosmetics through the door-to-door method, and the findings from this study are highlighted in conclusions.
