Pre-Suasion: A Revolutionary Way to Influence and Persuade

by Robert B. Cialdini

as mulishness under pressure is a frequent personal failing. If you extended this biased search further, you’d hit on other, similar occurrences. With a blink of self-recognition, you’d likely look up at me and admit that I was on target.

Selection bias for the trait where any given trait can be selected .

375 percent more likely to declare themselves unhappy.

Question framing is very important

lot of research has demonstrated that the more consideration people give to something, the more extreme (polarized) their opinions of it become.

to addressing a pair of questions that often don’t arise by themselves: “What future events could make this plan go wrong?” and “What would happen to us if it did go wrong?” Decision

Elements such as money that attract notice within human exchanges don’t just appear more important, they also appear more causal. And presumed causality, especially when acquired through channeled attention, is a big deal for creating influence—big enough to account for patterns of human conduct that can range from perplexing to alarming.

“the romance of leadership” and have demonstrated that other factors (such as workforce quality, existing internal business systems, and market conditions) have a greater impact on corporate profits than CEO actions do;

In the province of personal health, when recipients get a message that is self-relevant because it has been tailored specifically for them (for example, by referencing the recipient’s age, sex, or health history), they are more likely to lend it attention, find it interesting, take it seriously, remember it, and save it for future reference—all of which leads to greater communication effectiveness,

your statement comes immediately prior to Alex’s, he’ll likely miss the specifics because he’ll be mentally rehearsing what he plans to say. If it comes immediately following Alex’s, he’ll likely miss those specifics because he’ll be internally rehashing what he just said.

confirming the researchers’ view that when an important outcome is unknown to people, “they can hardly think of anything else.” And because, as we know, regular attention to something makes it seem more worthy of attention,

percent more money than their otherwise comparable coworkers. It appears, then, that initial incidental exposure either to simple words or simple images can have a pre-suasive impact on later actions that are merely associated with the words or images.

This type of ephemeral and short priming makes the idea of which show you're watching prior to a commercial (as in the prior section) irrelevant . You dont need to do more than flash a concept shift yourself such as a valentine cupid right before an individualistic appeal.

from.

They in fact have highly regulated naming conventions and need to be strongly distiguished from one another.

makes sense, then, that in early and middle age, it can be so hard to turn our minds away from tribulations. To serve our principal aims at those times, we need to be receptive to the real presence of negatives in order to learn from and deal with them.

For instance, such games make players more likely to deliver loud blasts of noise into the ears of someone who has annoyed them. The reason? The games plant aggression-related thoughts in players’ heads, and the resulting easy contact with those thoughts provokes aggressiveness.

Interesting take. used to seeing no measurable result in other studies.

There’s an important limit to pre-suasive effects. Attention to the first concept readies the second for influence in proportion to the degree of association between the two.

so are their implications for optimal pre-suasion: the strength of the association between an opener concept and a related concept will determine the strength of the pre-suasive effect.

Noteworthy is the self-tailored nature of this pre-suasive process. We get to install in ourselves heightened vigilance for certain cues that we have targeted previously, and we get to employ a strong association that we have constructed previously between those cues and a beneficial step toward our goal.67

Notice again that the form of if/when-then plans puts the specification of those reminders in our own hands so that we are likely to encounter them at a time and under a set of circumstances that work well for us (“when

will be enough to block their effects.

Though some prior research mentioned has shown impact to tuhe researchers who are keenly aware. Also some things are positive and we know the method but still want the results

All that’s required to arrange for people to act in accord with a piece of already-held knowledge is to get them to put their minds on it again immediately before the act—literally, to remind

An important note on the issues of implicit bias raised by books such as blink.

An upfront gift of food activated not only the rule for reciprocation but a more muscular version, which states that people should feel especially obligated to reciprocate a gift designed to meet their particular needs.

In addition to clarifying what’s right morally, social proof reduces uncertainty about what’s right pragmatically.

The most famous of these contentions is embodied in the assertion of the communication theorist Marshall McLuhan that “The medium is the message”—the idea that the channel through which information is sent is a form of consequential messaging itself, which affects how recipients experience content. In addition, persuasion scientists have pointed to compelling support for yet a third claim: “The messenger is the message.”

The relationships that lead people to favor another most effectively are not those that allow them to say, “Oh, that person is like us.” They are the ones that allow people to say, “Oh, that person is of us.” For instance, I might have many more tastes and preferences in common with a colleague at work than with a sibling, but there is no question which of the two I would consider of me and which I would consider merely like me—and which, consequently, I would more likely help in a time of need.

An intriguing upshot of this process is that children who see their parents open their homes to a range of differing people should be more likely, as adults, to help strangers.

So, given the quickening pace and concentration-disrupting character of today’s world, are we all fated to be bozos on this bus? Not if, rather than raging against the invading automaticity, we invite it in but take systematic control of the way it operates on