’Tis the season for argumentation (fa-la-la-la-la go vote!) Don’t show up unprepared, be strategic and learn these psychological theories to help you win any argument!
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Arguments are human nature, but there are a few tactics that psychology can bring to your side to help you win any argument. Political, policy, scientific, religious, or even the classic: “Is a hot dog a sandwich?”
The key: Listen. Ask Questions. Be Empathetic. Do that over, and over, and over and you’ll eventually find a win! Seriously, if you make yourself a real person to your opponent you’ll eventually win your argument!
What do you think? Is a hot dog a sandwich?
Cialdini’s Six “weapons of influence” as laid out by the American Psychological Association
– Reciprocity: We inherently want to return favors
– Commitment and consistency: We strive to do and think what we profess to do and think.
– Social proof: We look to our peers for deciding what’s acceptable and desirable.
– Authority: If not our peers, then those in charge.
– Liking: We’re easily persuaded by those we feel good about.
– Scarcity: We desire what is rare.
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0:00 How to win any argument
0:54 You’re doing it wrong
2:18 Have some examples
3:19 Cialdini’s Six Weapons of Persuasion
4:58 Elaboration Likelihood Model
8:48 FBI Behavioral Staircase Model
9:58 Politics (like life) is not a team sport
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Elaboration Likelihood Model
“Commercial decision-makers commonly base important program or policy choices on thinking grounded in the established theories and practices of a variety of business-related fields (e.g., economics, finance, distribution, accounting, supply management). What is vexing is how seldom these decision-makers avail themselves of established psychological theories and practices.”
A Room with a Viewpoint: Using Social Norms to Motivate Environmental Conservation in Hotels
EPA Pushes Hotels to Save Water
Elaboration Likelihood Model (ELM)
Applying the Elaboration Likelihood Model to Voting
ELM hypotheses were applied to voting patterns in Wisconsin elections in the late 2010s. Image and Favorability predicted voting under high involvement, while Favorability, Credibility, Image, and Political Party Preference predicted voting under low involvement. Results were used to describe two models for voting: one for voters who have high involvement, and one for voters with low involvement.
📚📚📚 EASTER EGG
I had to cut this for time, but there’s another theory I wanted to mention: the Expectancy-Value Theory. You value things that you EXPECT to happen and can alter your psychology around it. Someone who EXPECTS to pass a test might do better on the test, simply because they’re open to the idea. (It’s especially valuable for children.)
If I tell you to wear sunscreen, you either EXPECT to burn or don’t, and thus assign VALUE to my statement. If I tell you we’re going to cut your taxes, you might EXPECT that would cause social inequality, and equality is something you VALUE so you’ll vote against it. Again, think about how you might react emotionally to this, so your expectations and values might be skewed or tricked.
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