• David de Souza

The One Sentence Persuasion Course - 80/20 Summary

Updated: Feb 19


 






Mental Models from the book:


'The One Sentence Persuasion Course' can be summarised into 5 mental models:


1. Action & Reaction: Newton's 3rd Law
  • People are often drawn to people who treat them badly because they subconsciously feel unworthy, they are drawn to people who confirm this.

  • Do not correct or convince. It often has the opposite effect.


2. Confirmation Bias
  • Confirm peoples' suspicions. Help them throw rocks at their enemies.

  • Cults often confirm what perspective members thought about their families: They are out to sabotage them.

  • If you don't want to confirm someone's suspicion, we can agree that there is a possibility their suspicion is true and ask how they had come to that conclusion.

3. Denial
  • Justify peoples' failures, give them a scapegoat.

  • We dismiss people who say we are wrong.

4. Emotions
  • Encourage peoples' dreams.

  • Don't tell the person how to feel, or not be afraid. Instead:

  1. Show evidence

  2. Offer support

  3. Tell stories


4.1 Emotions: Fear
  • If we can't allay fears, tell the person that it is OK to be afraid. Don't tell someone not to be afraid.

4.2 Emotions: Revenge
  • If we don't want to help someone get revenge we can acknowledge the desire to seek revenge.

5. The Map is Not the Territory
  • If you can't validate a person's dream, you can still acknowledge how important having a dream is and then move in a more positive direction.

 

Mental Model Mind Maps:


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