developing your influencing skills
TRANSCRIPT
To induce to believe by appealing to reason or understanding
Persuasion
InfluencingThe action or process of producing effects on the actions or behaviours of others
“Only 5% of our ideas reach consciousness. Moreover, the
95% below the surface of conscious awareness shape and structure all conscious
thought.”George Lakoff, Cognitive Lingusitic Psychologist
Brain
System 1Primitive Emotional Brain
Unconscious Attention
Needs Emotion Memory
Automatic
Uncontrolled
Instinctive
Implicit
Effortless
Associative
Biased
Long-term memory
Fast
Modern Thinking Brain
Conscious
Calculating Considering
Reflective
Controlled
Reasoned
Cautious
Explicit
Effortful
Rule-following
Short-term memory
Slow
STRONG
WEAK
System 2
dog chair boat window
block fan wheel tray
bottle fence brush seat
car cat tree table
green yellow bluered
red blueyellow green
blue red green yellow
green bluered yellow
green yellow bluered
red blueyellow green
blue red green yellow
green bluered yellow
Emotions
Homo economicus
Homo animi motus
“Man is not a rational animal, he is a
rationalising one.”Robert Heinlein, Philosopher
“What is irrational about responding quickly to
danger with evolutionarily perfected emotions?”
Daniel Goleman, Psychologist
“The essential difference between emotion and reason
is that emotion leads to action, while reason leads to
conclusions.”Donald B. Calne, Neurologist
“Civilisation advances by extending the number of
important operations we can perform without thinking
about them.”Albert North Whitehead, Mathematician & Philosopher
“We are a set of over-emotional, biased, pigeon-
holing, lazy thinkers.”Seamus O’Farrell
R
A
S
S
C
A
L
Reciprocation
Attention
Social Proof
Scarcity
Commitment
Authority
Liking
ReciprocationGive to get
AttentionIf you don’t get noticed, everything else is
academic
Social ProofLike it or not, we are sheep
ScarcityPeople crave what they fear they can’t get
Commitment & Consistency
Honouring a commitment is congruent with self-image
AuthorityPeople obey authority figures
LikingPeople are more easily persuaded by those
they find attractive
PrimingAnchoringFraming
“Knowledge points to all that is. Imagination points to all that can
be.”Albert Einstein