Amazon: Link
Score: 6/10
Skill Category: Persuasion
Mental Models: Action & Reaction: Newton's 3rd Law, Confirmation Bias, Denial, Emotions: Fear, Revenge, The Map is Not the Territory
Mental Models from the book:
'The One Sentence Persuasion Course' can be summarised into 5 mental models:
1. Action & Reaction: Newton's 3rd Law
People are often drawn to people who treat them badly because they subconsciously feel unworthy, they are drawn to people who confirm this.
Do not correct or convince. It often has the opposite effect.
2. Confirmation Bias
Confirm peoples' suspicions. Help them throw rocks at their enemies.
Cults often confirm what perspective members thought about their families: They are out to sabotage them.
If you don't want to confirm someone's suspicion, we can agree that there is a possibility their suspicion is true and ask how they had come to that conclusion.
3. Denial
Justify peoples' failures, give them a scapegoat.
We dismiss people who say we are wrong.
4. Emotions
Encourage peoples' dreams.
Don't tell the person how to feel, or not be afraid. Instead:
Show evidence
Offer support
Tell stories
4.1 Emotions: Fear
If we can't allay fears, tell the person that it is OK to be afraid. Don't tell someone not to be afraid.
4.2 Emotions: Revenge
If we don't want to help someone get revenge we can acknowledge the desire to seek revenge.
5. The Map is Not the Territory
If you can't validate a person's dream, you can still acknowledge how important having a dream is and then move in a more positive direction.
Mental Model Mind Maps:
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