Beber's law is a social psychology effect, which means that when a person experiences a strong stimulus, the stimulus given will become insignificant to him (her). In terms of psychological feelings, the first big stimulus can dilute the second small stimulus. For example, if the original one-yuan newspaper has become ten yuan, you will feel unacceptable; and the original 10,000-yuan computer has increased by 100 yuan, you will definitely not have any major reactions.
There is an interesting experiment about the "Lure Enemy Go Deep". People will be very sensitive to the 50 yuan increase in the price of newspapers or the rise of bus tickets from 200 yuan to 250 yuan, but if the house price rises by 100 or even 2 million yuan, people will not think that the increase will be large. The stronger the stimulus that people receive at the beginning, the slower they are to subsequent stimuli.
The following example illustrates this "Beber law". A person is holding a 300-gram code with his right hand. At this time, he puts a 305-gram code on his left hand. He doesn’t feel much difference until the weight of the left-hand code increases to 306 grams. . If the right hand is holding 600 grams, the weight of the left hand must reach 612 grams to feel the difference. That is, it takes more than twice the stimulus to respond to the previous situation. So in order to discern the difference between stimuli, the larger the total stimulus, the larger the difference must be.
There are many such phenomena in life:
Case 1: Rose Experiment
There are only two months left on Valentine's Day. An Italian psychologist has done such an experiment of sending roses among two lovers who have roughly the same growth background, age stage and relationship process.
The psychologist asked the boy in one of the lovers to send a bouquet of red roses to his beloved girl every weekend; and asked the boy in the other pair to send to his beloved girl only on Valentine's Day A bunch of red roses.
Because the frequency and timing of the two boys sending flowers are different, the results are completely different:
The girl who received the red rose every weekend behaved quite calmly. Although there is no major dissatisfaction, she can't help but say: "I saw a lot of'Blue Enchantress' given to my girlfriend by others, which is much more beautiful than this ordinary red rose. I really envy her. !"
And the girl who had never received a red rose, when holding the red rose from her boyfriend, showed the extreme sweetness of being cared for and loved, and then she was ecstatically close to her boyfriend with no one else. Hug and kiss together.
Case 2: Caring for numbness
A girl quarreled with her mother and left home. After shopping outside for a day, she didn't come to a noodle stall until she was very hungry, but found that she had forgotten to bring the money. The kind noodle stall owner cooked a bowl of noodles for her for free. The girl said gratefully: "We don't know each other, you are so good to me! But my mother is so unsympathetic to me..."
The owner of the noodle stall said: "I just cooked a bowl of noodles for you. You are so grateful to me. Your mother has cooked for you for more than ten years. Wouldn't you be more grateful?" When the girl heard the girl, she was stunned! Yes, my mother raised me so hard. Instead of being grateful, I had a big fight with her about the little things. The girl plucked up courage and walked in the direction of home. When she reached the door, she saw her tired and anxious mother looking around. When mother saw the girl, she hurriedly shouted: "The food is ready, go back to eat, the food is cold!" At this time, the girl's tears burst into her eyes...
We are accustomed to caring for relatives and friends; but we are grateful for a little help from strangers. This is how "Beble's Law" is operating on us. For relatives and friends, we are accustomed to their care and expectations are high. Sometimes they lack a trace of love, and we even talk badly at each other. For strangers, we did not hold much expectations, so we were moved by their little help.
Beber's law is a "cunning" law. Its effect can be tried and tested in almost every aspect. Because, whether physically or psychologically, people will always have a gradual adaptation mechanism. Brainy people will use Beber's law to reduce their resistance to doing things.
business management
Merchants generally increase their product prices slightly, but after people accept it, they will increase their prices even more. Or some merchants have been raising the price very high at first, but one day they suddenly cut the price significantly. Although it is much higher than the cost, it will have the effect of attracting customers.
Human Management
"Bebo Law" is often applied to personnel changes or organizational reorganizations in operations. If a company wants to get rid of people who are seen as the thorny ones, it should first make large-scale personnel changes or layoffs in departments not related to these people, so that other employees can get used to the impact. Then in the third or fourth personnel changes and layoffs, the target will be pointed at the original target. After receiving the first shock, many people have become numb to the subsequent shock.
negotiation design
From the very beginning, we put forward favorable terms that are difficult to refuse. After the negotiation is basically over, we will point out some bad details and make the other party accept the "Lure Enemy Go Deep" method, which is basically based on the "Beber Law." Generally, experienced negotiators put forward some tricky conditions when the negotiation is nearing the end, and the other party is tempted by the favorable conditions at the beginning, so he doesn't care much about the shortcomings that he learned later.
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