19 Ridiculously Simple Lessons in Persuasion
Lesson 5 - Commitment and Consistency
|The fourth letter from the ASSCURL acronym for persuading is Commitment and Consitency.|
Getting someone to make a small commitment will make it easier to get a bigger commitment from them. There was a study where people were first asked to put a small sign in their window to drive safely. Afterward, they were asked to put a big sign on their front lawn and compliance rates increased.
So try to get someone to commit to something easier.
I teach juggling and I could say to someone, "Would you like to spend the next hour trying to juggle three balls?" If I can get them to toss a ball up and down and catch it they're are more likely to stick around and learn to juggle.
Charlie Munger identified tendencies to become familiar with:
Tendency to avoid or resolve cognitive dissonance
Self-confirmation tendency of all conclusions
Particularly Expressed or spoken conclusions
Especially for conclusions that are hard won
Human mind like human egg, only lets first sperm in and shuts out all other
Happens in Physics - Max Plank - old guard didn't accept new theories
Brain-blocked by previous conclusions
Public disclosure of conclusion pounds it into your own head
Protesters don't convince us as much as they convince themselves
Don't put your brain in chains too young by what you shout out
Painful qualifying and initiation rituals
Chinese brainwashing system - make tiny little commitments, then slowly build, worked better than torture
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