How to Master the Psychology of Persuasion, with Michael McQueen
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Empower Change Through Inquiry
The 'right and reflect' technique promotes change by empowering individuals through a structured inquiry approach. It involves first asking how likely someone is to consider a proposed change on a scale of one to ten. This scaling method provides a non-threatening way to gauge willingness, allowing for a gentle exploration of resistance. The pivotal second question encourages individuals to explain why they did not choose a lower number, steering the conversation toward their intrinsic motivations for change. This technique aligns with motivational interviewing principles, which have proven to be effective in fostering sustainable behavioral change, particularly in challenging circumstances such as substance abuse. By focusing on the positive reasons for potential change, rather than reinforcing resistance, individuals feel a sense of agency and ownership over their decisions.
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