Researchers often begin their interaction with test subjects with the opener: "Do you consider yourself a helpful person?"
When asked the single-chute question of whether they fit this category, people invariably following brief reflection answer yes. In that privileged moment—after subjects had confirmed privately and affirmed publicly their helpful natures—the researchers pounced, requesting help with their survey.
MORE IDEAS FROM THEBOOK
Single-chute questions can get you both to mistake and misstate your position.
Cult recruiters often begin the process of seducing new prospects by asking if they are unhappy ().
(Self-note: Positive test strategy at work.)
Do not attempt to explain/justify each of the expenses you incur while delivering your services to your clients. Your attempt at more tranparency will only attract scrutiny to your bill.
The process of arranging for recipients to be receptive to a message they encounter it.
The psychological frame in which an appeal is first placed can carry equal or even greater weight.
What we present changes the way people experience what we present to them .
[S]ix psychological principles that appear to be deployed routinely in long-prospering influence businesses —reciprocation, liking, social proof, authority, scarcity, and consistency.
In deciding whether a possibility is correct, people typically look for hits rather than misses; for confirmations of the idea rather than for disconfirmations.
It is easier to register the presence of something than its absence.
Optimal persuasion is achieved through optimal pre-suasion: arranging for people to agree with a message before they know what's in it.
Pre-suasion is about establishing your credibility and relationship. And you can do that by building trust, showing vulnerability and learning to make fun of yourself.
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.
The rule states that we are more likely to say yes to someone we know or like. This is called as the liking or friendship pressure.
People are well aware of the liking and friendship pressure, some people do not mind; others do but are not sure how to avoid it.
It is not necessary for the friend to be present in person for the compliance to happen, often just mentioning the name of a friend is enough.
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