You're feeling the power of liking when you accept the affable rep's suggestion to rent a Mercedes, even though you'd be happy with a Hyundai.
Robert Cialdini claims three factors affect likability:
- A person's physical attractiveness;
- Her similarity to ourselves; and
- Her readiness to compliment us.
The more these factors are in force, the more likable the individual.
Liking explains why the handsome account exec enjoys a bigger income than his homely colleague; why the insurance agent is so quick to tell you he shares your passion for mountain biking; and why the Realtor says you have beautiful children.
Want to persuade someone? Preen. Relate. Flatter.
