Fixed action patterns
Such patterns reduce brain strain by allowing us to act without thinking in every situation.
This can also be used for duping us.
We perceive things which are presented one after the other differently than those shown in isolation.
i.e. Cloth sellers will try to make the buyer buy the most expensive item on their list first.
We try to repay in kind, what another person has provided us.
Creating an uninvited debt.
i.e. Most people find it difficult to leave without buying anything after trying a free sample.
i.e. First make a request that will most likely be turned down, next make a second request as a concession.
We feel more responsible and satisfied after agreeing to a concession.
Once we have made up our minds, we don’t have to think about it again.
We are more consistent in our commitment if we believe that we did it for our purpose rather than external pressure.
Ask yourself, “Would I make the same choice again?”
The more the number of people doing it, the more we believe that the behavior is correct.
To prevent falling for this you should recognize when the social proof is deliberately faked.
What causes liking?
If you like the requester, do not automatically like the request.
We obey authorities mindlessly in a lot of cases:
Ask yourself, “is this authority truly an expert?”
The thought of losing something motivates us more than the idea of gaining something of similar value.
We believe that things that are difficult to own are usually better than things that are easy to hold.
i.e. The passion of an indifferent lover surges when a rival comes in.
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