From Adam Grant's "Think Again" How to Persuade Other People to Rethink Their Opinions. (p. 253) "When we’re trying to persuade people, we frequently take an adversarial approach. Instead of opening their minds, we effectively shut them down or rile them up. They play...
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How to think clearly or “Think Again”
From Adam Grant's "Think Again" How to Think Clearly (From p. 251) Develop the Habit of Rethinking Again: "Think like a scientist. When you start forming an opinion, resist the temptation to preach, prosecute, or politick. Treat your emerging view as a hunch or a...
Motivational Interviewing is good for people who have a hard time changing
From Adam Grant's "Think Again" Motivational Interviewing is Useful for People who have a Hard Time Changing. "the core principles of a practice called motivational interviewing. The central premise is that we can rarely motivate someone else to change. We’re better...
Scarcity Principle
From Robert Cialdini's "Influence" The Scarcity Principle "opportunities seem more valuable to us when their availability is limited—" (p. 238)"If it is rare or becoming more rare, it is more valuable." (p. 239) Examples: The Mormon Church was just renovated. Cialdini...
Authority Principle
From Robert Cialdini's "Influence" Authority Principle When people see an "Authority" figure, they tend not to question them, and simply follow their orders. People underestimate the power of Authority. Milgram sets up an experiment. There is a subject who must answer...
Liking Principle
From Robert Cialdini's "Influence" Liking Principle People are influenced by people or things they like. "Take, for instance, the growing number of charity organizations that recruit volunteers to canvass for donations close to their own homes. They understand...
9 Traps in Decision Making
9 Traps in Decision Making The Storytelling Trap"Storytelling makes us construct a coherent story from a selection of facts. But this is never the only possible story, and it can lead us into error." (p. 35) The Imitation Trap"Attribution error leads us to attribute...
Favorite Quotes from “You’re About to Make a Terrible Mistake.”
Oliver Sibony's "You're About to Make a Terrible Mistake!" Favorite Quotes From "You're About to Make a Terrible Mistake" "Even if you are a competent, careful, and hardworking executive, you might end up making avoidable, predictable mistakes. This is precisely the...
Social Proof Principle
From Robert Cialdini's "Influence" Social Proof Principle "The principle of social proof states that we use information about how others have behaved to help us determine proper conduct for ourselves. But as the dropped-wallet experiment showed, we are most influenced...
Commitment and Consistency Principle
From Robert Cialdini's "Influence" Commitment and Consistency Principle. "Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment. Those pressures will cause us to respond in ways...