“A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do.”
― Robert B. Cialdini, Influence: The Psychology of Persuasion, 1984

#manipulation #persuasion #validation #influence #conversation #memory #neuroscience #campaigning #narratives #storyTelling #Psychology #socialPsych #socialPsychology #facilitation #Cialdini #book

"Subjective validation, sometimes called personal validation effect, is a cognitive bias by which people will consider a statement or another piece of information to be correct if it has any personal meaning or significance to them. People whose opinion is affected by subjective validation will perceive two unrelated events (i.e., a coincidence) to be related because their personal beliefs demand that they be related."

CC-BY-SA https://en.wikipedia.org/wiki/Subjective_validation 🧶

#manipulation #persuasion #validation #influence #conversation #memory #neuroscience #campaigning #narratives #storyTelling #Psychology #socialPsych #socialPsychology #facilitation #Cialdini

“There is a natural human tendency to dislike a person who brings us unpleasant information, even when that person did not cause the bad news. The simple association with it is enough to stimulate our dislike.”
― Robert B. Cialdini, in his book "Influence: The Psychology of Persuasion", 1984

#manipulation #persuasion #influence #conversation #memory #neuroscience #campaigning #narratives #storyTelling #Psychology #socialPsych #socialPsychology #facilitation #Cialdini

a few notes on a Linda Rising's talk

"Realize up front that this is hard".

Cognitive dissonance: contradictory "evidence" causes severe cognitive discomfort.

* We are not rational decision-makers
* but we are good at explaining after-the-fact why we made a decision – a pattern called rationalization.

Two thirds of people will not consider an idea until "somebody they know pretty well, is doing it, is happy with it, talks about it […] so maybe i might think about it".
To convince,
* you must address: "What's in it for me?" – requires empathy;
* you can use the values of your opponent. (Loyalty or fairness?)

A pattern of personal touch: walk a mile in the other's shoes
Another pattern: "Give it a try"
Another pattern: listen
Another pattern: ask for something personal

https://www.youtube.com/watch?v=DrCD1wmK9oM via @matthew

#conversations #memory #neuroscience #campaigning #narratives #storyTelling #morality #socialPsych #socialPsychology #facilitation #rationalization #values #influence #LindaRising #morals #principles