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Understanding cognitive biases can help tailor persuasiveness from "summary" of Pnl + Persuasao by Juan Carlos Naranjo Alcega, Ph.D,Dr Juan Carlos Naranjo Alcega Ph D,Ana Sofia Merlini de Castro Ferrao
To be persuasive, it is essential to understand how the human mind works and the various biases that influence our decision-making processes. Cognitive biases are inherent in all of us, affecting the way we perceive and interpret information. By recognizing these biases, we can tailor our persuasive techniques to effectively appeal to them. One common cognitive bias is confirmation bias, where people tend to seek out information that confirms their existing beliefs and ignore or dismiss contradictory evidence. To persuade someone who exhibits confirmation bias, it is important to present information in a way that aligns with their preconceived notions, making it more likely for them to accept your argument. Another bias is the anchoring effect, which occurs when individuals rely too heavily on the first piece of information they receive when making decisions. To leverage this bias...
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