What’s Focal Is Causal
Reading Notes for: What’s Focal Is Causal It’s no wonder that we assign elevated importance to factors that have in our attention. We also assign them causality. Therefore, directed attention gives [...]
PreSuasion: Shifting the Task at Hand – How the war in Iraq can help YOU learn to sell
Reading Notes for: Shifting the Task at Hand On March 20, 2003, President George W. Bush ordered an invasion of Iraq by US-led forces. After a series of rapid military strikes [...]
“The Focusing Illusion,”: “Nothing in life is as important as you think it is while you are thinking about it.”
Reading Notes for: “The Focusing Illusion,”: “Nothing in life is as important as you think it is while you are thinking about it.” After recognizing the extent of our vulnerability to [...]
The Importance of Attention . . . Is Importance. WHAT’S SALIENT IS IMPORTANT
Reading Notes for: The Importance of Attention . . . Is Importance WHAT’S SALIENT IS IMPORTANT Anything that draws focused attention to itself can lead observers to overestimate its importance. When [...]
PRE-SUASION: We are said to “pay” attention, which plainly implies that the process extracts a cost.
Reading Notes for: We are said to “pay” attention, which plainly implies that the process extracts a cost. Research on cognitive functioning shows us the form of the fee: when attention [...]
According to this nontraditional—channeled attention — approach, to get desired action it’s not necessary to alter a person’s beliefs or attitudes or experiences. It’s not necessary to alter anything at all except what’s prominent in that person’s mind at the moment of decision.
Reading Notes for: ARE YOU ADVENTUROUS ENOUGH TO CONSIDER A REVOLUTIONARY MODEL OF INFLUENCE? According to this nontraditional—channeled attention — approach, to get desired action it’s not necessary to alter a [...]
if you wish to change another’s behavior, you must first change some existing feature of that person so that it fits with the behavior.
Reading Notes for: Privileged Moments Profitable commercial organizations recognize the advantages of having good information The prevailing problem for these organizations is that the rest of us can’t be bothered to [...]
There is a certain type of unity—of identity—that best characterizes a “We” relationship and that, if pre-suasively raised to consciousness, leads to more acceptance, cooperation, liking, help, trust, and, consequently, assent.
Reading Notes for: The additional (seventh) universal principle of influence: unity. There is a certain type of unity—of identity—that best characterizes a "We" relationship and that, if pre-suasively raised to consciousness, [...]