How to Persuade People to Say No

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There are three persuasive techniques that are being used today that are extremely good. They're very effective and they play on all sorts of things from the literature like motivational interviewing and elaboration likelihood model. For most of them they start by building a little bit of rapport with the person they're talking to. And then once the person sort of says this is how I'm a six out of ten they ask them why they feel that way.

In this episode, we sit down with neurologist Robert Burton, author of On Being Certain, a book that fundamentally changed the way I think about what a belief actually is. That’s because the book posits that conclusions are not conscious choices and certainty is not even a thought process. Certainty and similar states of “knowing” as he puts it, are "sensations that feel like thoughts, but arise out of involuntary brain mechanisms that function independently of reason."

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