The Scarcity Principle of Persuasion

A related strategy is when you stretch the rules a little bit. Roger Dawson, in his book, The Secrets of Power Persuasion cited a study of juries at the University of Chicago Law School. When they were instructed to disregard the information, the average awards went up 40%. Now, I know some people out there right now hearing this might be raising an eyebrow thinking, well, this has the possibility of sounding like a cheesy used car sales rep who has to run it by the manager. And I agree. But we should only be using ethically and truthfully.