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Uncertainty

 

Techniques General persuasion > Creating Cognitive Load > Uncertainty

Description | Example | Discussion | See also

 

Description

Get them to think more by making things uncertain.

Cast doubt on the things they think are true. Delay decisions to later in the process. Challenge authority. Change your mind. Expose flaws. Change resourcing. Bring in new experts or decision-makers. There are many such ways to make things uncertain.

You can also engage them in conversation where they may be persuading you to be more certain. Appear as if you want to be persuaded. Be the fish on their rod. Let them coax you to the shore.

Example

You know, I thought I liked it but now I'm not so sure. Can you go through the details again?

Did you realize that we may not get approval? Let's look at the specification again.  

Discussion

When something important to us is uncertain, we think of ways to make it more certain. Once we think something is certain, we mentally close on it and consequently stop thinking about it. They then start thinking about other things, perhaps including things you would rather they ignored.

Just because a subject is closed, it does not mean you cannot open it again. In fact re-opening something creates significantly more uncertainty as it indicates that all other items that are closed could be re-opened.

See also

Uncertainty principle

 

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed