Tag: pacing

The Best Way to ‘Pace and Lead’ (that I’ve found)

11:35am
Saint Paul

I wrote about this on Twitter this morning but I thought you might like a bit more.

From the outside, “persuasion” is often seen as trying to get someone to do something against his own interests.

That’s not persuasion. That’s manipulation.

In reality, persuasion is highlighting why an idea (or product or service) is in someone’s interests.

And because most people are resistant to new ideas, they’re unlikely to be persuaded by your arguments or data.

Instead, he has his own set of arguments and data.

And he’d much prefer if you joined his “side” — because then his worldview isn’t challenged.

So how can you get people to hear your ideas?

Continue reading “The Best Way to ‘Pace and Lead’ (that I’ve found)”

Persuasion Articles of the Week

Photo "001102" by my new favorite photographer Alexey Gaponov, Flickr, CC-By-2.0
What you focus on assumes increased importance: Focusing Illusion. Photo “001102” by my new favorite photographer
Alexey Gaponov, Flickr, CC-By-2.0

#desire #focusingillusion #reactance #enemy #choices #marketing #indoctrination #sales #motivation #socialproof #authority #Ikea #blame #mimeticconflict #status #confirmationbias

Continue reading “Persuasion Articles of the Week”

Two Wrongs Make a Right

This morning my kids were arguing about Friday’s plans with Grandma.

The older sister was trying to tell the younger brother Friday’s plan, and he was arguing back with his understanding of the plan.

“No! On Friday you’re going…”

“No!”

Thing is… neither was correct!

And that didn’t matter, because the plans are still up in the air anyways.

On the way to school I like to discuss ideas of self-improvement with my kids. Continue reading “Two Wrongs Make a Right”

God’s Debris by Scott Adams
Book Summary

True, simplicity is not proof of truth. But since we can
never understand true reality, if two models both explain the
same facts, it is more rational to use the simpler one. It is a
matter of convenience.

"God's Debris" by Scott Adams
“God’s Debris” by Scott Adams

Scott Adams’ book God’s Debris introduces us, the reader and first-person narrator, to the world’s smartest person sitting in a rocking chair, Avatar.

You (the narrator) and Avatar hold a wide-ranging conversation about God, religion, science, and probability.

And it’s persuasive.

Join us for a book summary on PRL!

Continue reading “God’s Debris by Scott Adams Book Summary”

Kanye West Reminds Us He’s Running for POTUS 2020

Kayne West, fashion designer and hiphop mover, recently interrupted his San Jose, California show to tell his audience that Trump is a Genius.

Amid boos from his fans, Kanye spent about 20 minutes discussing the election and current events. Kanye said he supports Trump’s non-political history and his communication style. He also suggested people need to focus less on racism.

Kanye West in Saint Paul, Minnesota, 2016. Photo by Jeffrey Thomas,
Kanye West in Saint Paul, Minnesota, 2016. Photo (c) Jeffrey Thomas

If you read the headlines and Twitter reactions, you’d think Kanye had joined the KKK. People think that Kanye no longer believes racism is a problem. Their cognitive dissonance is showing:

Of course, the headline is never the true story. It’s an emotional hook — you click because you can’t believe that’s really what happened. And it’s not. Continue reading “Kanye West Reminds Us He’s Running for POTUS 2020”

Those Big Ears Will Give You Confidence

In highschool we had to vote for a student government representative for our homeroom, the room we started and ended each school day. There were two candidates in our homeroom. One candidate was studious and seriously wanted the job — she had plans!

The second candidate was a goof who spent most of his school day talking with people. He was charismatic, but he didn’t have any plans for the school government if he was elected (but let’s be honest, those organizations don’t accomplish much anyways).

Who do you think won?

Everyone is drawn to a charismatic personality. Many of us believe charismatic people are born this way, and their leadership skills are an effortless result of their charisma.

The leader fights for the interests of her group. Photo "IMG_2810_1" by Allie, Flickr, CC-By-2.0
The leader is a member of her group. Photo “IMG_2810_1” by Allie, Flickr, CC-By-2.0

This is the story we tell ourselves. This story keeps us from looking at our own skillset to see where we fall short. But this story is not true.

You, too, can develop charisma and become an effective leader.

Charisma isn’t about being high-energy. It’s not about striking out in bold new directions or making perfect decisions. How can you develop charisma? Continue reading “Those Big Ears Will Give You Confidence”

The Unbelievably Simple way to Improve Participation

Good day PRL readers!

Last week we touched on ways that you can negatively influence an outcome: The Poochie Effect. By immediately presenting a solution to a question, we shut people out of the solution process and remove their intrinsic desire to be valuable.

Lead people to your conclusions with Pacing
Lead people to your conclusions with Pacing. Flicker, US Army, CC-By-2.0

Today I want to talk about pacing. Pacing is when you get early agreement in a conversation, and slowly lead somebody to reach your goal.

Pacing is the opposite of the Poochie Effect, and it’s essential to Persuasion and Social Hypnosis. Continue reading “The Unbelievably Simple way to Improve Participation”

What can Poochie the Dog teach us about Persuasion?

Have you watched The Simpsons cartoon?

In Season 8 of The Simpsons, the Itchy and Scratchy Show decides they need a new character. There’s a meeting of the animators. The boss asks them to come up with a name for the new dog character.

“The rest of you writers start thinking up a name for this funky dog; I dunno, something along the line of say… Poochie, only more proactive,” he says before slamming the door.

“So, Poochie OK with everybody?” is the result of the meeting.

Great episode and this scene shows us how influence from authority can limit our creative thinking.

via GIPHY

If a boss or somebody of higher authority than you presents a solution to a problem, your subconscious will shut down. You’ll see that authoritative idea as the winner. You won’t reach a state of flow.

I call this the Poochie Effect.  Continue reading “What can Poochie the Dog teach us about Persuasion?”

The IRS called me yesterday. I may not return for 3 years.

Last night I was picking up some adult beverages when my phone lit up. Incoming call from what Google’s Caller ID displayed as US Internal Revenue Services, from Oakland CA. Wary but curious, I picked up.

Immediately, the man knew my name and address. Score one for believably. “Paul White” gave me a case number and started to explain why he was calling: the IRS was doing an audit of all Americans to crack down on fraud, and I had under-reported income from 2010-2011 tax year by $1000 per month. I owed $850 in back taxes for that $12k, said the man.

I don't want to go to jail! "MM00014750x" from Florida Keys Public Library, Flicker CC-By-2.0
I don’t want to go to jail!
“MM00014750x” from Florida Keys Public Library, Flicker CC-By-2.0

I was uncomfortable and disbelieving. But it was also a heart-racing scenario if this were true. Al Capone went down like this. Was I next? Continue reading “The IRS called me yesterday. I may not return for 3 years.”