The Science of Persuasion and Decision-Making

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Questions and Answers

What are the six shortcuts that guide human behavior?

Reciprocity, Scarcity, Authority, Consistency, Liking, and Consensus.

Why do people often rely on shortcuts or rules of thumb in decision-making?

Because of the increasingly overloaded lives we lead, we need shortcuts to guide our decision-making.

What is the main topic of the text?

The factors that influence persuasion and decision-making.

How long have researchers been studying the factors that influence our response to others' requests?

Over 60 years. Signup and view all the answers

What is the significance of understanding and employing the shortcuts in an ethical manner?

It can significantly increase the chances of persuading someone. Signup and view all the answers

Match the following terms with their descriptions from the text:

Reciprocity = One of the six shortcuts that guide human behavior Authority = One of the six shortcuts that guide human behavior Consistency = One of the six shortcuts that guide human behavior Liking = One of the six shortcuts that guide human behavior Signup and view all the answers

Match the following words with their positions in the text:

Reciprocity = Appears at 0:57 Scarcity = Appears at 0:58 Authority = Appears at 0:59 Consistency = Appears at 1:01 Signup and view all the answers

Match the following phrases with their meanings from the text:

Increasingly overloaded lives = The current state of our lives Shortcuts or rules of thumb = Methods used to guide decision-making Guide human behavior = Influence how people act Employing them in an ethical manner = Using the shortcuts in a morally acceptable way Signup and view all the answers

Match the following numbers with their related information from the text:

60 years = The length of time researchers have been studying the factors that influence us to say yes to requests 6 = The number of shortcuts that guide human behavior 0:57 = The position in the text where the first shortcut is mentioned 1:09 = The position in the text where the importance of using the shortcuts in an ethical manner is mentioned Signup and view all the answers

Match the following sentences with their corresponding ideas from the text:

In the increasingly overloaded lives we lead, more than ever we need shortcuts or rules of thumb to guide our decision-making. = The need for shortcuts in decision-making My own research has identified just six of these shortcuts. = The number of shortcuts identified by the author's research Understanding these shortcuts and employing them in an ethical manner, can significantly increase the chances that someone will be persuaded by your request. = The importance of using the shortcuts ethically When making a decision it'd be nice to think that people consider all the available information in order to guide their thinking. But the reality is very often different. = The reality of decision-making process Signup and view all the answers