Isto está tudo ligado (parte II)

Parte I.

Impressionante o potencial de manipulação em que caímos facilmente:

"Consider the results of an experiment performed by communication scientists San Bolkan and Peter Andersen, who approached people and made a request for assistance with a survey. We have all experienced something similar when a clipboard-carrying researcher stops us in a shopping mall or supermarket and asks for a few minutes of our time. As is the case for the typical shopping mall requester, these scientists’ success was dismal: only 29 percent of those asked to participate consented. But Bolkan and Andersen thought they could boost compliance without resorting to any of the costly payments that marketers often feel forced to employ. They stopped a second sample of individuals and began the interaction with a pre-suasive opener: “Do you consider yourself a helpful person?” Following brief reflection, nearly everyone answered yes. In that privileged moment—after subjects had confirmed privately and affirmed publicly their helpful natures—the researchers pounced, requesting help with their survey. Now 77.3 percent volunteered.
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frequently the factor most likely to determine a person’s choice in a situation is not the one that counsels most wisely there; it is one that has been elevated in attention (and, thereby, in privilege) at the time of the decision.
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In a companion study, the two scientists found that it was similarly possible to increase willingness to try an unfamiliar consumer product by beginning with a comparable but differently customized pre-suasive opener—this time asking people if they considered themselves adventurous. The consumer product was a new soft drink, and individuals had to agree to supply an email address so they could be sent instructions on how to get a free sample. Half were stopped and asked if they wanted to provide their addresses for this purpose. Most were reluctant—only 33 percent volunteered their contact information. The other subjects were asked initially, “Do you consider yourself to be somebody who is adventurous and likes to try new things?” Almost all said yes—following which, 75.7 percent gave their email addresses.
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Two features of these findings strike me as remarkable. First, of the subjects who were asked if they counted themselves adventurous, 97 percent (seventy out of seventy-two) responded affirmatively. The idea that nearly everybody qualifies as an adventurous type is ludicrous. Yet when asked the single-chute question of whether they fit this category, people nominate themselves almost invariably. Such is the power of positive test strategy and the blinkered perspective it creates. The evidence shows that this process can significantly increase the percentage of individuals who brand themselves as adventurous or helpful or even unhappy. Moreover, the narrowed perspective, though temporary, is anything but inconsequential. For a persuasively privileged moment, it renders these individuals highly vulnerable to aligned requests—as the data of research scientists and the practices of cult recruiters attest.
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The other noteworthy feature of the soft-drink experiment is not that a simple question could shunt so many people into a particular choice but that it could shunt so many of them into a potentially dangerous choice."

Dou por mim a recordar os discursos de Brutus primeiro e Marco António depois e a volubilidade da multidão, na peça de Shakespeare sobre Júlio César.

Trecho retirado de "Pre-Suasion: A Revolutionary Way to Influence and Persuade"

"what we present first changes the way people experience what we present to them next"

"The highest achievers spent more time crafting what they did and said before making a request. They set about their mission as skilled gardeners who know that even the finest seeds will not take root in stony soil or bear fullest fruit in poorly prepared ground.
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the best performers also considered and cared about what, specifically, they would be offering in those situations. But much more than their less effective colleagues, they didn’t rely on the legitimate merits of an offer to get it accepted; they recognized that the psychological frame in which an appeal is first placed can carry equal or even greater weight.
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Besides, they were frequently in no position to tinker with the merits of what they had to offer; someone else in the organization had created the product, program, or plan they were recommending, often in fixed form. Their responsibility was to present it most productively. To accomplish that, they did something that gave them a singular kind of persuasive traction: before introducing their message, they arranged to make their audience sympathetic to it.
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There’s a critical insight in all this for those of us who want to learn to be more influential. The best persuaders become the best through pre-suasion—the  process of arranging for recipients to be receptive to a message before they encounter it. To persuade optimally, then, it’s necessary to pre-suade optimally. But how?
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In part, the answer involves an essential but poorly appreciated tenet of all communication: what we present first changes the way people experience what we present to them next."

Trechos retirados de "Pre-suasion"