Change

Question 1

Push

Answer 1

The usual attempt to change. Push people makes people push back. Not effective

Question 2

Change as chemistry vs. Physics

Answer 2

Physics is pushing. Mechanical. Not effective to change human behaviour. Chemistry has Catalysts. Remove roadblocks and barriers. Or incite intrinsic motivation.

Question 3

What is the reduce framework

Answer 3

5 horsemen of inertia

Question 4

What are the 5 horsemen of inertia

Answer 4

Reactance
Endowment
Distance
Uncertainty
Corroborating evidence

Question 5

Cognitive dissonance

Answer 5

Actions and beliefs not in alignment

Question 6

Reducing reactance: Instead of telling someone what to do. Or even giving options

Answer 6

Help people think through what they want and say it.

Question 7

Reducing reactance: Asking ppl to state their behavior vs telling them

Answer 7

Same as building a concept vs being told. It’s an invitation to process and use your own judgement to assess and decide on a behaviour change

Question 8

Endowment

Answer 8

What you already have, you value more than what you don’t. The longer you have the thing the more value you see in it

Question 9

How to diminish endowment

Answer 9

Present new things as old ones
Surface the cost of inaction
Burn the ships

Question 10

What did Cortez do to create a scenario where his group was motivated

Answer 10

Burned the ships. Made it so the only way out was to go on. That is the only way, so sometimes shooting yourself in the foot and seeing what you have to do after is appropriate. They never talk about what happens after you shoot yourself in the foot. That life goes on for amputees and ashamed. Don’t die of shame, shoot yourself in the foot

Question 11

Burning a bridge

Answer 11

Provides a troop no choice but to continue on. This is a toss up. Shooting yourself in the foot or burning bridges or ships is all a toss up. Don’t wait, but do see.

Question 12

Movable middle

Answer 12

People on the fence who can be swayed.

Question 13

How to improve chances of success when implementing changes

Answer 13

Start with a smaller ask. Go slower. Stack up small successes

Question 14

Distance

Answer 14

Too far from your own backyard, people tend to disregard. This is connected to compassion fade. If it doesn’t seem relevant or immediate to an individual there is less need to be engaged or make changes

Question 15

What is confirmation bias

Answer 15

When presented with proof of an opposing view, people are more likely to dig I their heels and use their rejection of your evidence to reinforce their existing bias. This is reactance but also perceived distance

Question 16

What is the movable middle

Answer 16

People with more moderate views are more likely to change. Good idea to target In the beginning of implementing change

Question 17

Ask for less first

Answer 17

Once you get a.yes it’s easier to increase the ask. Be a very low maintenance camel to get I them tents

Question 18

What are stepping stones

Answer 18

Gradual points of easy asks to guide into a change of minds

Question 19

What is switching fields

Answer 19

Show similarities or change simpler views on a different axis. Then move to the main point

Question 20

People want to be more like people like them.

Answer 20

Be their people. Help them identify you as a same. A good way to unify people is to give them a common obstacle to overcome.

Question 21

Unsticking point

Answer 21

Change conversatiin. Find common ground. Find a different axis to help people view others less as adversaries.

Question 22

What is freemium

Answer 22

Free trials first month free. Decreases uncertainty and perceived risk

Question 23

Uncertainty

Answer 23

Feels like pain

Question 24

Shrink up front costs

Answer 24

Freemium applied to physical goods

Question 25

What is driving discovery

Answer 25

Let people discover or experience the product

Question 26

Stronger beliefs or beliefs regarding topics identified as more important to an individual

Answer 26

Require more time and evidence to form or change

Question 27

Someone you have identified as the same as you

Answer 27

Will hold more weight as far as recommendations or opinions and beliefs. It’s safer, and it gives us a sense of what someone like me should say or do. We want to conform because we see them as selves

Question 28

More people presenting a similar belief or

Answer 28

Seen as more valid if they are the same. Or if they are seen as an adversary a greater threat. Because reality is a majority rules thing. Even if you are opposed to that main view over time its easier to question yourself

Question 29

More recommendations are more powerful and the timing of those rec9mmendations are

Answer 29

More powerful at shorter intervals

Question 30

Laughter is a social act. How does your perception of who else is laughing change your experience

Answer 30

If they are the same as you it persuades you to see the humor in it. You percieve the joke as funnier. If the group laughs is someone you don’t want to be, the joke is shaded by that and distate increases instead of humor

Question 31

Old health incentives

Answer 31

Company had you do a physical and gave you bigger discounts