In his latest book, Pre-Suasion, Robert Cialdini, explains how it’s not necessarily the message itself that changes minds, but the key moment before you deliver that message.
Pre-suasion is built around the ideas of anchoring and priming.
Anchoring, also known as the focusing effect, is an attentional bias that means we systematically rely too heavily on the first piece of information offered (the “anchor”) when making decisions.
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