Pre-Suasion: A Revolutionary Way to Influence and Persuade

the factor most likely to determine a person’s choice in a situation is often not the one that offers the most accurate or useful counsel; instead, it is the one that has been elevated in attention (and thereby in privilege) at the moment of decision.

although the effect dwindled over time, those companies with easier-to-pronounce names outperformed those with difficult-to-pronounce names. A comparable analysis of easy-to-pronounce three-letter stock ticker codes (such as KAR) versus difficult-to-pronounce codes (such as RDO) on the American Stock Exchange produced comparable results.

The Tinker Bell scenario isn’t going to apply here: unless those leaders set the proper organizational tone, this argument won’t take wing and fly just because the rest of us really, really believe in it.

There are three main features of this sort: in order to optimize the return, what we give first should be experienced as meaningful, unexpected, and customized.

All the observers were then asked to judge who had more influence in the discussion, based on tone, content, and direction. The outcomes were always the same: whomever’s face was more visible was judged to be more causal.

influence attempts, including pre-suasive ones, will be successful only to the extent that the associations they trigger are favorable to change.

In various influence training programs, it’s common to hear instructors advise participants that to convince others to accept a message, it is necessary to use language that manages the recipients’ thoughts, perceptions, or emotional reactions. That strikes me as partially right. We convince others by using language that manages their mental associ

the investigatory reflex. He understood that in order to survive, any animal needs to be acutely aware of immediate changes to its environment, investigating and evaluating these differences for the dangers or opportunities

all human societies have developed ways to respond together, in unison or synchrony, inside songs, marches, rituals, chants, prayers, and dances. What’s more, they’ve been doing so since prehistoric times;