His research helped us to see how closely it is linked with trust because he made one very important comment about how oxytocin is released into our blood when we feel that someone trusts us. Please understand this very vital point: your brain releases oxytocin not just when you trust someone, but also when you feel that someone else has given you

This next principle goes hand in hand with ego suspension. Simply put, validation is agreeing with, complimenting, or endorsing someone else's statements, decisions, or choices. When someone feels validated by you, their brain releases dopamine and oxytocin, which in turn enables you to create feelings of trust and rapport.

The running theme of all these things is that your expression of liking must be genuine. My good friend Robin Dreeke accomplishes this by looking at each person as his or her own reality TV show. He doesn't have to like your life, or the things you do, but he has enough interest to want to find out the plot and how it unfolds. That desire to find o

To clearly grasp this rule, you need to understand how our minds work to visualize things as pictures. Great teachers and storytellers use their words to help you picture the points in the stories. Here's an example of how two different stories can be written about the same event:

Numerous studies have been conducted since Freedman and Fraser's, and all have had the same staggering results. Compliance drastically increases when the person has agreed to something smaller first. When you blend compliance with the principle of consistency, it is an unstoppable force. Basically, we want to be consistent and appear consistent. Ou

When we are lost, confused, or unsure, we generally look to others to see how they are acting for cues (social proof) for what we should be doing.

My point is that your pretext should be based on facts, emotions, and knowledge that you already possess or can easily fake.

Why do these statements work on us? If something is made scarce, or less available, its value increases. How valuable was the cupcake when there were 20 of them? Now, how valuable is the last cupcake?

Think of your house or apartment and how it is shaped. When you look at it from the outside, does one room jut out farther than the others? Do you have an odd-shaped sun room, or is it just a square? How it looks—where the walls are, where the windows are placed, the location of the doors, and so on—is determined by how the house is framed out. In