#psychology #persuasion #lizard-brain #human-management

idea

When giving people a reputation, they are internalizing that this is how they are perceived. Therefore, giving them a fine reputation will leverage consistency to get them to act in line with that reputation.

See examples in references.

Conversely, be careful of not setting a bad reputation on someone that they would also live down to.

links

People want to maintain Consistency, that's why this works

references

• How to Win Friends and Influence People

  With that reputation to live up to, even a nine-year-old couldn’t let her down – and he didn’t.

  ~ Carnegie, Dale. How To Win Friends And Influence People

• [Freakonomics Radio / How to Get Anyone to Do Anything (Ep. 463)](https://ref.feval.ca/202106021917-Freakonomics radio - How to Get Anyone to Do Anything.html)^ref

  What Sadat would do is give his opponent a reputation to live up to. He would say to the Israelis, “I’m so glad that we were able to negotiate on this, and that you are my bargaining partner, because everybody knows how important equanimity and fairness is to the Jewish community.” And they would then behave that way

  • CIALDINI: My newspaper carrier goes by my door every morning in his car and he throws the morning newspaper and 75 percent of the time he gets it in the center of the driveway. And every year, he includes a little envelope around Christmas time. I’m supposed to put a check in there as a tip, which I always do. But this year, after I read the research, I put a little note in the envelope: “Thank you for being so conscientious in getting my newspaper in the center of the driveway so it doesn’t get wet from the watering systems on either side.”
  • DUBNER: And did that improve his aim?
  • CIALDINI: Stephen, 100 percent.