Pre-Suasion: A Revolutionary Way to Influence and Persuade
The heuristic mainly in use here is the recognition rule, relating to the ease, or fluency, with which information can be processed.
Dr. David Lewis • The Brain Sell: How the new mind sciences and the persuasion industry are reading our thoughts, influencing our emotions, and stimulating us to shop
consistency is most important to us as it relates to the people around us. That’s why when someone acts in a way that is inconsistent with our predictions we often feel disappointed, angry, or even betrayed. Likewise, most of us strive to remain consistent so that we’re not perceived by the people around us as flaky and untrustworthy.
Al Pittampalli • Persuadable: How Great Leaders Change Their Minds to Change the World
In short, it’s centering on what we care about, not simply as a wish or desire but as an embodied commitment that will produce observable results. When we center on a commitment, it expands our horizon of time and we open our future.
Richard Strozzi-Heckler • The Leadership Dojo: Build Your Foundation as an Exemplary Leader
Peter Gollwitzer argues that the value of action triggers resides in the fact that we are preloading a decision.