Organisational Change Management Volume 2

More on the Art of Persuasion

Some aspects to understand in persuasion, ie

- endowment effect (we like what we have for no other reason than we have it; the disadvantages of choosing something else often looms larger than the advantages. As a result, we are reluctant to relinquish what we have. We often use devices like our phones without making a conscious decision.)

- opportunity cost (everything we do is an implicit decision, and has a cost: not doing something else, eg if we spent time or money on some activity rather than something else, then there is a cost for not doing that something else)

"...When faced with a difficult question, we often answer an easier one instead, usually without noticing the substitution..."
Daniel Kahneman as quoted by Tim Harford 2019

For example, instead of thinking about the managerial qualities of presidential candidates, we often ask ourselves whether we would enjoy having a drink with them.
- intermittent reinforcement (unpredictable rewards are highly addictive and we are more motivated by them than reliable rewards).

Search For Answers

designed by: bluetinweb

We use cookies to provide you with a better service.
By continuing to use our site, you are agreeing to the use of cookies as set in our policy. I understand