From the course: Influencing Others
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Compare and contrast
From the course: Influencing Others
Compare and contrast
- Present striking comparisons or contrasts. Comparisons and contrasts can dramatically emphasize your point and open new ways of thinking and paths to different behaviors, which is crucial when you're trying to influence people to think or do things differently. Here's how to do it. The strongest comparisons focus on how two different things are actually alike in some way. A finance leader began a persuasive presentation by showing two different graphs side by side, but with very similar patterns including a severe dip in the middle. It turns out, one graph was an EKG readout from someone with a heart attack, and the other was the stock market during a flash crash. He drew an analogy that accentuated his point, we shouldn't ignore causes and implications of the flash crash just because it's over. The economy had a heart attack, and you don't disregard a heart attack after it's over, you do things to prevent the next one. Second, use contrast to draw sharp distinctions between your…
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Contents
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Simple, specific, and surprising3m 14s
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Credible sources1m 16s
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Urgency and scarcity1m 13s
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Pain and gain framing1m 7s
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Compare and contrast2m 49s
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Secure a commitment2m 56s
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Ask for advice2m 30s
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Appeal to high-level goals1m 19s
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Social proof2m 15s
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Reciprocity1m 37s
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