How we change what others think, feel, believe and do |
Uncertainty
Techniques > General persuasion > Creating Cognitive Load > Uncertainty Description | Example | Discussion | See also
DescriptionGet 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. ExampleYou 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. DiscussionWhen 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
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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 | |
| Home | Top | Menu | Quick Links | |
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