{"id":243,"date":"2008-09-04T22:21:05","date_gmt":"2008-09-05T03:21:05","guid":{"rendered":"http:\/\/law.marquette.edu\/facultyblog\/?p=243"},"modified":"2008-09-04T22:21:05","modified_gmt":"2008-09-05T03:21:05","slug":"persuasion-through-harley-davidson","status":"publish","type":"post","link":"https:\/\/law.marquette.edu\/facultyblog\/2008\/09\/persuasion-through-harley-davidson\/","title":{"rendered":"Persuasion Through Harley Davidson"},"content":{"rendered":"

Cross Posted: Indisputably<\/a><\/p>\n

This summer I read the book Elements of Persuasion<\/em> by Richard Maxwell\u00a0and Robert Dickson.\u00a0 I\u2019ll be blogging about other fascinating parts of the book, but today, in honor of Harley Davidson\u2019s 105th anniversary, which was celebrated last weekend (with thousands of Harley riders in town, including up and down the main street in front of the Law School), I want to highlight what the authors called \u201cmirror neuron training.\u201d\u00a0 This means that people build empathy\u00a0for each other by mirroring and matching physical actions.\u00a0 For successful companies, Maxwell & Dickson argue that close physical contact is associated with successful corporate branding because of this mirror neuron training.\u00a0 So, when we walk into Starbucks, we notice how the physical labor of taking orders, making coffee, and serving it appears to happen seamlessly.\u00a0 This is, according to the book, because of mirror neurons, which take care of the physical movements, allowing the baristas to focus on small talk and smiling at their customers.<\/p>\n

And, the book argues, this same kind of close physical proximity is also behind the success of Harley Davidson.\u00a0 Owners get together on the weekends, meet up for rides, and shop at the stores while waiting for other riders to show up.\u00a0 This group ride has its benefits for the rider in terms of safety\u2013trust me, you might overlook one Harley on the highway, but you can\u2019t miss ten or more.\u00a0 The group ride also engages mirror neurons\u2013each rider has to move in sync with the others\u2013and this too makes the ride enjoyable.\u00a0 As the authors say, \u201cPut together a large enough group of Harley riders\u2013as Jay Leno does every year to support charities in Los Angeles\u2013and it can feel as if the whole town is on happy juice.\u201d\u00a0 From the smiles of most law students last week watching the parade of bikes go by, I can confirm that Harleys make you happy.\u00a0 And in terms of negotiation skills, it appears that mirroring\u00a0in\u00a0close physical proximity to the other party\u00a0could make each of us more persuasive.<\/p>\n","protected":false},"excerpt":{"rendered":"

Cross Posted: Indisputably This summer I read the book Elements of Persuasion by Richard Maxwell\u00a0and Robert Dickson.\u00a0 I\u2019ll be blogging about other fascinating parts of the book, but today, in honor of Harley Davidson\u2019s 105th anniversary, which was celebrated last weekend (with thousands of Harley riders in town, including up and down the main street […]<\/p>\n","protected":false},"author":11,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"ocean_post_layout":"","ocean_both_sidebars_style":"","ocean_both_sidebars_content_width":0,"ocean_both_sidebars_sidebars_width":0,"ocean_sidebar":"","ocean_second_sidebar":"","ocean_disable_margins":"enable","ocean_add_body_class":"","ocean_shortcode_before_top_bar":"","ocean_shortcode_after_top_bar":"","ocean_shortcode_before_header":"","ocean_shortcode_after_header":"","ocean_has_shortcode":"","ocean_shortcode_after_title":"","ocean_shortcode_before_footer_widgets":"","ocean_shortcode_after_footer_widgets":"","ocean_shortcode_before_footer_bottom":"","ocean_shortcode_after_footer_bottom":"","ocean_display_top_bar":"default","ocean_display_header":"default","ocean_header_style":"","ocean_center_header_left_menu":"","ocean_custom_header_template":"","ocean_custom_logo":0,"ocean_custom_retina_logo":0,"ocean_custom_logo_max_width":0,"ocean_custom_logo_tablet_max_width":0,"ocean_custom_logo_mobile_max_width":0,"ocean_custom_logo_max_height":0,"ocean_custom_logo_tablet_max_height":0,"ocean_custom_logo_mobile_max_height":0,"ocean_header_custom_menu":"","ocean_menu_typo_font_family":"","ocean_menu_typo_font_subset":"","ocean_menu_typo_font_size":0,"ocean_menu_typo_font_size_tablet":0,"ocean_menu_typo_font_size_mobile":0,"ocean_menu_typo_font_size_unit":"px","ocean_menu_typo_font_weight":"","ocean_menu_typo_font_weight_tablet":"","ocean_menu_typo_font_weight_mobile":"","ocean_menu_typo_transform":"","ocean_menu_typo_transform_tablet":"","ocean_menu_typo_transform_mobile":"","ocean_menu_typo_line_height":0,"ocean_menu_typo_line_height_tablet":0,"ocean_menu_typo_line_height_mobile":0,"ocean_menu_typo_line_height_unit":"","ocean_menu_typo_spacing":0,"ocean_menu_typo_spacing_tablet":0,"ocean_menu_typo_spacing_mobile":0,"ocean_menu_typo_spacing_unit":"","ocean_menu_link_color":"","ocean_menu_link_color_hover":"","ocean_menu_link_color_active":"","ocean_menu_link_background":"","ocean_menu_link_hover_background":"","ocean_menu_link_active_background":"","ocean_menu_social_links_bg":"","ocean_menu_social_hover_links_bg":"","ocean_menu_social_links_color":"","ocean_menu_social_hover_links_color":"","ocean_disable_title":"default","ocean_disable_heading":"default","ocean_post_title":"","ocean_post_subheading":"","ocean_post_title_style":"","ocean_post_title_background_color":"","ocean_post_title_background":0,"ocean_post_title_bg_image_position":"","ocean_post_title_bg_image_attachment":"","ocean_post_title_bg_image_repeat":"","ocean_post_title_bg_image_size":"","ocean_post_title_height":0,"ocean_post_title_bg_overlay":0.5,"ocean_post_title_bg_overlay_color":"","ocean_disable_breadcrumbs":"default","ocean_breadcrumbs_color":"","ocean_breadcrumbs_separator_color":"","ocean_breadcrumbs_links_color":"","ocean_breadcrumbs_links_hover_color":"","ocean_display_footer_widgets":"default","ocean_display_footer_bottom":"default","ocean_custom_footer_template":"","ocean_post_oembed":"","ocean_post_self_hosted_media":"","ocean_post_video_embed":"","ocean_link_format":"","ocean_link_format_target":"self","ocean_quote_format":"","ocean_quote_format_link":"post","ocean_gallery_link_images":"on","ocean_gallery_id":[],"footnotes":""},"categories":[1],"tags":[],"class_list":["post-243","post","type-post","status-publish","format-standard","hentry","category-uncategorized","entry"],"_links":{"self":[{"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/posts\/243","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/users\/11"}],"replies":[{"embeddable":true,"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/comments?post=243"}],"version-history":[{"count":0,"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/posts\/243\/revisions"}],"wp:attachment":[{"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/media?parent=243"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/categories?post=243"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/tags?post=243"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}