Catalyst

Question 1

Generating change isn’t about ______ or ______ or _______. It’s about being a ______. Changing minds by removing the roadblocks and lowering the barriers that keep people from taking action.

Answer 1

pushing harder

being more convincing

a better persuader

catalyst

Question 2

We are so focused on our ________ that we’re consumed with how we can push people in that direction. But along the way, we tend to forget about ____________. And what’s stopping them.

Answer 2

desired outcome

the person whose mind we’re trying to change

Question 3

Rather than asking what might convince someone to change, catalysts start with a more basic question: (2 things)

Answer 3

Why hasn’t that person changed already?

What’s blocking them?

Question 4

The 5 key roadblocks that hinder or inhibit change are:

Answer 4

Reactance

endowment

distance

uncertainty

corroborating evidence

Question 5

Catalysts change minds and incite action by ____________.

Answer 5

reducing barriers to change.

Question 6

People have a need for ______ and ________. To feel that their lives and actions are within their personal control that rather than driven by randomness or subject to the whims of others they get to choose

Answer 6

freedom

autonomy

Question 7

Choice is so important that people prefer it, even when it makes them ________ or ________.

Answer 7

worse off

less happy

Question 8

Restriction generates a psychological phenomenon called _______.

Answer 8

reactance

Question 9

_______ an unpleasant state that occurs when people feel their freedom is lost or threatened.

Answer 9

Reactance

Question 10

Reactants happens even when ________ rather than telling them not to

Answer 10

asking people to do something

Question 11

Any effort is often unintentionally seen as impinging on ___________. It interferes with their ability to see their behavior is driven by themselves.

Answer 11

peoples freedom

Question 12

Pushing, telling, or just encouraging people to do something often makes them _____ likely to do it.

Answer 12

less

Question 13

People are constantly scanning the environment for ________, and when they detect one they deploy a set of countermeasures.

Answer 13

influence attempts

Question 14

The simplest countermeasure is _____ or just ________.

Answer 14

avoidance

ignoring the message

Question 15

To avoid reactants catalysts allow for ______. They stop trying to persuade an instead get people to persuade themselves.

Answer 15

agency

Question 16

The four key ways to reduce reactants are…

Answer 16

provide a menu

ask don’t tell

highlighted gap

start with understanding

Question 17

One way to allow for agency is to let people pick the path by ________. Let them choose how they get where you are hoping they’ll go.

Answer 17

providing a menu

Question 18

When you provide a menu, you give them a choice between _______.

Answer 18

two or more options

Question 19

________ give people a sense of freedom and control while helping you reach your desired outcome.

Answer 19

Guided choices

Question 20

When you try to convince people to do something, they spend a lot of time __________.

Answer 20

counter arguing

Question 21

When you give people _______, rather than thinking about what is wrong with whatever was suggested, they think about which one is best for them.

Answer 21

multiple options

Question 22

One way to allow for agency is to _______ rather than make statements.

Answer 22

ask questions

Question 23

Rather than tell people what to do, ________ help them make those realizations on their own.

Answer 23

questions

Question 24

_______ shift the listeners role. Rather than counter arguing or thinking about all the reasons they disagree with this statement, listeners are occupied with a different task: figuring out an answer to the question. How they feel about it or their opinion. Something most people are more than happy to do.

Answer 24

Questions

Question 25

Questions increase ______. Because while people may not want to follow someone else’s lead, they’re much more likely to follow their own. Because it’s their own personal answer that answer is much more likely to drive to action.

Answer 25

buy-in

Question 26

Questions encourage listeners to _______. To behave consistently with whatever answer they gave.

Answer 26

commit to the conclusion

Question 27

You can ______ knowing that the answers will guide people to where you want them to go.

Answer 27

pick questions

Question 28

One route to self persuasion is to _______—a disconnect between someone’s thoughts and actions for a disparity between what they might recommend for others versus do themselves.

Answer 28

highlight a gap

Question 29

People strive for internal _______. They want their attitudes, beliefs, and behaviors to align.

Answer 29

consistency

Question 30

When attitudes and behaviors conflict, people get uncomfortable. To reduce this discomfort, or what scientists call _______, people take steps to bring things back in line.

Answer 30

cognitive dissonance

Question 31

Seasoned negotiators don’t start with _______; they start with _________. Working to gain insight into where that person is coming from. Comprehending and appreciating that person’s situation, feelings, and motives, and showing them that someone else understands.

Answer 31

what they want

whom they want to change

Question 32

By asking the right questions, you show that you’re _____ and that ______.

Answer 32

listening

you care

Question 33

In addition to showing compassion and understanding, questions also help you ________.

Answer 33

gather valuable information

Question 34

When people feel like someone is truly listening and cares about their well-being, a sense of _____ begins to form.

Answer 34

trust

Question 35

Rather than trying to persuade, start by __________.

Answer 35

understanding

Question 36

_________ are the financial, psychological, or procedural (time and effort) impediments to switching from one thing to another.

Answer 36

Switching costs

Question 37

To help overcome _______, surfacing the cost of inaction helps make people realize that sticking with the status quo isn’t as costless as it seems.

Answer 37

status quo bias

Question 38

Rather than focusing on how much better the new thing is than the old, or the personal gain of action, catalysts do the opposite. They highlight how much people are ____________.

Answer 38

losing by doing nothing

Question 39

Catalyzing change isn’t just about making people more comfortable with new things. It’s about helping them ___________.

Answer 39

let go of old ones

Question 40

Agreeing to a ______ moves people in the right direction. Which means that the final ask, which once would have been too far away, is now within the zone of acceptance.

Answer 40

small, related ask

Question 41

Having a tough time changing someone’s mind? Try ______ rather than ______. Dial down the size of the initial request so that it falls within the zone of acceptance. Not only will that make the initial request more successful it also makes big changes more likely overall.

Answer 41

asking for less

pushing for more

Question 42

When trying to change minds, the tendency is to go big. We want to shift peoples perspective right away. We’re looking for the silver bullet pitch that will immediately get someone to quit drinking soda or switch political parties overnight. But look closer at big changes, and they’re rarely that abrupt. Instead, they’re often more of a process. A slow and steady shift with many stages along the way. ________ is about committing to that process. It’s really about chunking the change. Breaking big tasks into smaller, more manageable chunks. Starting with one and building from there. Moving 10 or 15 yards at a time, rather than tossing a Hail Mary and hoping for the best.

Answer 42

Asking for less

Question 43

Finding the unsticking point means _________ and pivoting from there to switch the field. Connecting to parallel directions to move them enough to see the initial topic differently.

Answer 43

starting with a place of agreement