How to Persuade Others with the Right Questions: Jedi Mind Tricks from Daniel H. Pink
Sales guru and persuasion expert Daniel H. Pink explains how you can use motivational interviewing to influence others' thoughts and behaviors. Pink's latest book is To Sell Is Human: The...
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So let me give you a hypothetical. Suppose that you're a parent and you have a daughter, say a teenage daughter, who's room is an absolute mess. It just looks like a bomb went off in there and you want your daughter to clean her room. You're trying to sell her on the idea of cleaning her room. What do you do? Well, you could try to bribe her and that might work in the short term. You could try to threaten her -- that might work in the short term. You can try to exhort her, you can try to, you know, tell her about the meaning of clean rooms. But there's actually a technique from actually the counseling literature really crystallized by a fellow named Mike Pantalon of Yale University called motivational interviewing. And what you can do more effec...
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So let me give you a hypothetical. Suppose that you're a parent and you have a daughter, say a teenage daughter, who's room is an absolute mess. It just looks like a bomb went off in there and you want your daughter to clean her room. You're trying to sell her on the idea of cleaning her room. What do you do? Well, you could try to bribe her and that might work in the short term. You could try to threaten her -- that might work in the short term. You can try to exhort her, you can try to, you know, tell her about the meaning of clean rooms. But there's actually a technique from actually the counseling literature really crystallized by a fellow named Mike Pantalon of Yale University called motivational interviewing. And what you can do more effec...
