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Before we get into detailed discussions about how to inform, influence and inspire others, we need to have a solid understanding of the place where it all happens: the listener’s mind. In this and the next half dozen podcasts, I cover the psychology of persuasion, and it includes the head, heart and gut.
We infer a lot from very thin slices of observable behavior
Logically, one should not judge a book by its cover, but we can’t help it. “Thin-slice” studies have shown that we make judgments about many dimensions including competence, confidence, honesty, likeability, and professionalism merely from observing non-verbal behavior in slices as short as 2 seconds! So, before you even open your mouth, you may have already won or lost. Negative impressions are more difficult to overcome than positive,
The Two Dimensions of Trust
We are hard-wired by evolution to assess people by the two principal qualities that may affect their impact on us: their intentions toward us and their ability to carry out those intentions. We call those warmth and strength, or caring and competence.
How to make a positive first impression