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title:: Books/Pre-Suation - Notes - 3 parts; 14 chapters; - When Influence first appeared, in 1984, it had little impact. Sales were so disappointing my publisher withdrew allotted advertising - I’ve claimed that the six—reciprocation, liking, social proof, authority, scarcity, and consistency—represent certain psychological universals of persuasion; and I’ve treated each, one per chapter, in my earlier book, Influence. - savvy communicators #P/Playing High Status collapsed:: true - - association - privileged moments. - One connotes a time-limited period: in this case, the window of opportunity following a pre-suasive opener, when a proposal’s power is greatest. - target chuting - **It’s not necessary to alter anything at all except what’s prominent in that person’s mind at the moment of decision.** - asking people if they considered themselves helpful. - asking people if they considered themselves adventurous. - Here’s the point for the influence process: whatever we can do to focus people on something—an idea, a person, an object—makes that thing seem more important to them than before. - whats salient is important #subtext - “Nothing in life is as important as you think it is while you are thinking about it.” - agenda setting - Thus, the persuader who artfully draws outsize attention to the most favorable feature of an offer becomes a successful pre-suader. - In an article largely overlooked since it was published in 2002, they described how they were able to draw website visitors’ attention to the goal of comfort merely by placing fluffy clouds on the background wallpaper of the site’s landing page. - Indeed, a lot of research has demonstrated that the more consideration people give to something, the more extreme (polarized) their opinions of it become. - The “embedded reporter program” of the war in Iraq was the product of a joint decision by US officials and major media bureau chiefs to place reporters directly within combat units—to eat, sleep, and travel with them—during the course of military operations. collapsed:: true - Because the media chiefs were so attracted to the idea of an embedded reporter program, they made concessions that slanted the coverage more favorably to the military, which was allowed to play a role in the training, selection, and dismissal of reporters as well as to review their reports prior to publication. - what’s focal is important - All the observers were then asked to judge who had more influence in the discussion, based on tone, content, and direction. The outcomes were always the same: whomever’s face was more visible was judged to be more causal. - ==challenge for a communicator is not in providing a meritorious case but in convincing recipients to devote their limited time and energy to considering its merits.== **Perceptions of issue importance and causality meet this challenge exquisitely.** - - Attention attractors - sexual - threatening - change - next in line effect - craving for cognitive closure #gtd - the mysterious #@mystery - the most successful of the pieces each began with a mystery story. The authors described a state of affairs that seemed perplexing and then invited the reader into the subsequent material as a way of dispatching the enigma. - pose the mystery - deepen the mystery - - thinking is linking collapsed:: true - associations can be called the building blocks of thought - He who wants to persuade should put his trust not in the right argument, but in the right word. #P/Playing High Status - metaphors - avoid untrustworthiness - easy and rhyming - The statement “Caution and measure will win you riches” is seen as more true when changed to “Caution and measure win you treasure.” - **Mechanics** - The basic idea of pre-suasion is that by guiding preliminary attention strategically, it’s possible for a communicator to move recipients into agreement with a message before they experience it. - The key is to ==focus them initially on concepts that are aligned associatively with the yet-to-be-encountered information.== - transfer of attraction - if/when-then plans. - We become prepared, first, to notice the favorable time or circumstance and, second, to associate it automatically and directly with desired conduct. - (1) what is more accessible in mind becomes more probable in action, and (2) this accessibility is influenced by the informational cues around us and by our raw associations to them. - - liberative reasoning Intent and Purpose, Gapping the Mind - If we go to the supermarket with the idea of purchasing healthy, nutritious, and inexpensive foods, we can neutralize the draw of heavily advertised, attractively packaged, or easy-to-reach items id:: 650ad48c-7e04-46fa-8014-c6c288accac5 - At the first stage, the main goal involves cultivating a positive association, - At the second stage, reducing uncertainty becomes a priority. - At this third stage, motivating action is the main objective. - kinship, place, locality, - Acting Together - The behavioral science record is equally clear as to why. When people act in unitary ways, they become unitized. The resultant feeling of group solidarity serves societies’ interests well, - it can involve sensory responding as well. - Because of a unique collection of detectible regularities (rhythm, meter, intensity, pulse, and time), music possesses rare synchronizing power. Listeners can easily become aligned with one another along motoric, sensory, vocal, and emotional dimensions—a state of affairs that leads to familiar markers of unity such as self-other merging, social cohesion, and supportive conduct. #hmm - ==“If you can’t make your case to an audience with facts, sing it to them.”== id:: 649ac02c-7e29-4f36-a101-0599dc4cb198 - #ikeaeffect #Working with the garage door open - Would people who had a hand in creating something hand in hand with another come to feel a special affinity not only for their creation but also for their co-creator? - If that were so, we’d have an indication that co-creation can bea route to unification. - I’d expected that the more involvement managers felt they’d had in generating the final product in concert with an employee, the higher they would rate its quality, which is what we found: managers led to believe that they’d had a large role in developing the end product Working with the garage door open - ==The more the managers attributed the success of the project to themselves, the more they also attributed it to the ability of their employee.== - That was @Sven G at JOKR. The key was that we had something succesful. The app. - Advice - Providing advice puts a person in a merging state of mind, which stimulates a linking of one’s own identity with another party’s. Providing an opinion or expectation, on the other hand, puts a person in an introspective state of mind, which involves focusing on oneself. - “When we ask for advice, we are usually looking for an accomplice.” - highlights - First, we can choose to enter situations that possess the set of associations we want to experience. When we don’t have such available choices, we can frontload impending situations with cues carrying associations that will send us in personally gainful directions. - The mere knowledge of the location of the appendix transforms the most harmless sensations in that region into symptoms of serious menace.” - when we deconstruct the word remind into its constituent parts. 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 it. -