The One Sentence Persuasion Course - 80/20 Summary
- 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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