187. Robert Cialdini — Influence: The Psychology of Persuasion
The Michael Shermer Show
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Commitment in Consistency
We want to be consistent with what we have already said or done, especially in public. A communicator can identify something about an recipient that is has already been made and then show how what you have to offer is logically consistent with that. There's another restaurant story i like that helps make this point. I'm using restaurants because every every one of us knows that setting. And all you need to do is essentially flip the switch that allows their power to flow.
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