Nudge
Why telling someone what to do won't work
Nov 13, 2023
Bri Willians, an expert in explaining why demands tend to backfire, discusses the pitfalls of telling someone what to do and the importance of offering choices. Learn about the psychology behind reactance, the impact of choice architecture on decision making, and strategies for effective communication. Don't miss out on Bri's latest book and a bonus episode on writing un-ignorable emails.
22:17
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Quick takeaways
- Using a softer approach in negotiations, actively listening and making the partner feel heard and comfortable, can lead to more successful outcomes.
- Telling someone directly what to do or offering only one option triggers reactance, but providing a sense of control and multiple options encourages action.
Deep dives
The importance of soft talk in negotiations
In the podcast episode, the guest, Brie Williams, discusses the importance of using a softer approach in negotiations instead of making aggressive demands or using power to force the partner into one's way of thinking. This approach involves actively listening to the partner, asking calibrated questions, avoiding direct refusals, and making the partner feel heard and comfortable. By collaborating and helping the partner come to an agreement that suits both parties, negotiations can be more successful. Williams explains the psychology behind why this approach works and how it can be utilized by anyone.
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