Commitment in Consistency

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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.

In this dialogue, based on the new edition of his highly acclaimed bestseller (over 5 million copies sold in over 40 languages), Robert Cialdini — New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion — explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Shermer and Cialdini discuss: Cialdini’s Universal Principles of Influence and 7 Principles of Persuasion, pluralistic ignorance, free will/determinism, cults, conformity, #BLM, #metoo, antiracism, social justice, and human rights. How rational are humans? Do we default to truth and naturally believe what people tell us? Are we natural-born skeptics or natural-born sheep?