Change Flashcards
Push
The usual attempt to change. Push people makes people push back. Not effective
Change as chemistry vs. Physics
Physics is pushing. Mechanical. Not effective to change human behaviour. Chemistry has Catalysts. Remove roadblocks and barriers. Or incite intrinsic motivation.
What is the reduce framework
5 horsemen of inertia
What are the 5 horsemen of inertia
Reactance
Endowment
Distance
Uncertainty
Corroborating evidence
Cognitive dissonance
Actions and beliefs not in alignment
Reducing reactance: Instead of telling someone what to do. Or even giving options
Help people think through what they want and say it.
Reducing reactance: Asking ppl to state their behavior vs telling them
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
Endowment
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
How to diminish endowment
Present new things as old ones
Surface the cost of inaction
Burn the ships
What did Cortez do to create a scenario where his group was motivated
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
Burning a bridge
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.
Movable middle
People on the fence who can be swayed.
How to improve chances of success when implementing changes
Start with a smaller ask. Go slower. Stack up small successes
Distance
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
What is confirmation bias
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
What is the movable middle
People with more moderate views are more likely to change. Good idea to target In the beginning of implementing change
Ask for less first
Once you get a.yes it’s easier to increase the ask. Be a very low maintenance camel to get I them tents
What are stepping stones
Gradual points of easy asks to guide into a change of minds
What is switching fields
Show similarities or change simpler views on a different axis. Then move to the main point
People want to be more like people like them.
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.
Unsticking point
Change conversatiin. Find common ground. Find a different axis to help people view others less as adversaries.
What is freemium
Free trials first month free. Decreases uncertainty and perceived risk
Uncertainty
Feels like pain
Shrink up front costs
Freemium applied to physical goods
What is driving discovery
Let people discover or experience the product
Stronger beliefs or beliefs regarding topics identified as more important to an individual
Require more time and evidence to form or change
Someone you have identified as the same as you
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
More people presenting a similar belief or
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
More recommendations are more powerful and the timing of those rec9mmendations are
More powerful at shorter intervals
Laughter is a social act. How does your perception of who else is laughing change your experience
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
Old health incentives
Company had you do a physical and gave you bigger discounts
