Transactional Analysis
If you want to influence a sale, a co-worker, or just about any situation, it’s worth understanding psychiatrist Eric Berne’s Transactional Analysis Theory.
Berne characterizes human behavior in three ego states: the child, parent, and adult.
The child state is how we feel or an emotional response.
The parent state is based on what we are taught as we mature.
The adult is based on our thoughts from a full life experience.
For example, when buying cereal, the child state sees a colorful box with chocolate and the Flintstones. The child gets excited and says three times, “Mommy, mommy, I want that!”
The parent state picks up the box, and observes the nutritional facts looking for the sugar content. “Son, there’s a lot of sugar in this and it’s not good for you.”
And finally, the adult state looks at the price to ensure it is reasonable and worth the cost.
The next transaction you have, it’s worth considering which ego state you are responding from and also, which ego state is responding to you. Then cater your response to feed the child, parent, or adult in the room.
It may help get a better transaction.