The Jordan Harbinger Show 414: Jonah Berger | How to Change Anyone's Mind
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Oct 8, 2020 
Join Jonah Berger, a Wharton professor and expert in consumer behavior, as he unpacks the art of persuasion. He explains why traditional methods often backfire and how offering a 'menu' of choices can empower decision-making. Discover the surprising impact of campaigns, including how some anti-smoking efforts have the opposite effect. Berger also discusses the psychology behind negotiation and the subtle influences that shape our daily choices, revealing tactics to guide rather than push others toward change.
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Thai Anti-Smoking Campaign
- In Thailand, kids asked smokers for a light, then handed them a note.
- The note highlighted smokers' hypocrisy, prompting self-reflection and increased quitline calls.
Anti-Persuasion Radar
- People possess an "anti-persuasion radar," activating defenses against overt persuasion.
- Shifting from persuading to enabling self-persuasion increases receptiveness.
Provide a Menu
- Offer a limited menu of options instead of single choices to reduce resistance.
- This shifts the listener's focus from resistance to evaluation, fostering buy-in.
