Decision-Making and Behavioral Principles

The video explores six principles of persuasion: reciprocity, scarcity, authority, consistency, liking, and consensus. These principles, backed by scientific research, offer practical ways to ethically influence others. Reciprocity involves returning favors, scarcity increases demand, authority relies on credible expertise, consistency builds on prior commitments, liking is based on similarities and compliments, and consensus leverages the actions of others. Understanding and applying these principles can enhance one's ability to persuade effectively.

What is the main reason people need shortcuts in decision-making?

• To avoid making mistakes

• To save money

• To increase their knowledge

• To manage overloaded lives

How does the principle of reciprocity influence behavior?

• People only give to strangers

• People expect nothing in return

• People avoid giving gifts

• People give back what they receive

In the restaurant study, what action led to the highest increase in tips?

• Giving a single mint

• Giving two mints

• Giving an extra mint with a personalized comment

• Not giving any mints

What effect did the scarcity of the Concorde flight have on sales?

• Sales increased

• Sales were unaffected

• Sales remained the same

• Sales decreased

What is a key factor in the principle of authority?

• Being the first to give

• Displaying credible expertise

• Finding common ground

• Offering unique products

How did real estate agents increase their appointments and contracts?

• By offering free consultations

• By having reception staff mention colleagues' expertise

• By advertising more

• By lowering prices

What is the principle of consistency based on?

• Making large commitments

• Avoiding commitments

• Making small initial commitments

• Changing commitments frequently

Which factor is NOT a reason why people like others?

• Disagreement

• Cooperation

• Similarity

• Compliments

What message increased towel reuse in hotels?

• New towels provided daily

• 75% of guests reuse towels

• Environmental benefits

• Cost savings

What is the main takeaway from the science of persuasion?

• Persuasion is unethical

• Small changes can lead to big differences

• Persuasion is costly

• Persuasion is ineffective