#1 New York Times Bestselling author of 7 books.
Washington, DC, USA
Joined April 2008
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For the last 20+ years, I’ve been studying work, creativity, science, and the human condition.
Over the next few months, I’ll be sharing the best of what I’ve learned about living a life that matters. Stay tuned!
If I were 40 and I wanted to be the most persuasive person in the room within six months, here's what I'd do:
(with the research behind each) 🧵
(1) Lower your power before you walk in.
(2) Give a reason.
(3) Lead with the bad news.
(4) Give them an off-ramp.
Pick a conversation on your calendar this week. Before it starts, write down the exact next step you'll ask for, with a day and a time attached.
I made a short video on persuasion with seven lessons. Three of them aren't in this thread, including why a line that rhymes sounds more believable.
Watch: youtube.com/watch?v=32mGsWDW…
That one looks fully purple. The others, a few degrees off center, slide toward blue.
It happens because the very center of your eye has scant no blue-sensitive cones. Your brain fills in the blue from context and commits to purple right where you're looking.
(3) Treat "I'm sure" as a reason to take a second look.
I'm sure about plenty of things. I've been wrong about a fair number of them.
So pay special attention to the decisions you feel best about. Those are the ones we tend to wave through.
(2) Feeling certain doesn’t necessarily reveal whether you're right.
What you see is partly what's out there and partly your brain's best guess. And the guesses arrive with a pleasant sense that they're accurate.
That sense shows up whether they're right or wrong.
(1) Your brain can sometimes be most sure of itself where it knows the least.
This year, Hinnerk Schulz-Hildebrandt of Harvard Medical School described a curious little illusion in the journal Perception.
Put identical purple shapes on a screen and look straight at one.
A rainbow has red light and blue light. What it doesn't have is purple, because purple has no wavelength of its own.
Purple is something your brain makes up when red and blue arrive together.
There's no purple in a rainbow.
(And the reason why is mildly unsettling news for those of us who like feeling certain) 🧵
4 ways you are being subtly manipulated, with the studies.
(Plus a finding on how sure we are that they don't work on us) 🧵
(1) The price ending.
(2) The music.
(3) The tempo.
(4) The default.
So before the next big purchase or the next big yes, ask what the room was set to.
For the last 25 years, I've been researching what actually motivates us. Much of what we believe turns out to be untrue.
I created a free two-page summary of the findings, drawn from my book DRIVE.
Download: danpink.com/youtubebonus/
