Elizabeth Hendrickson is a tremendous facilitator and a canny manipulator.
In Influence: The Psychology of Persuasion, Robert Cialdini describes various techniques for making people do things that, if they were thinking clearly, they would otherwise not do because of lethargy, laziness, or because it would offend their better judgment.
One of those techniques is The Commitment Principle which was used on American POWs to great effect by the Chinese during the Korean War.
The prisoners were invited - for a very small reward - to write short essays on topics like "Why America is not perfect" and "Why unemployment is not a problem in communist countries" and then to read them aloud to their fellow prisoners.
In follow-up studies many years later, the POWs were found to be much more sympathetic to communism than the general populace.
In multiple experiments since then, psychologists have shown that subjects are far more likely to follow up on a commitment if
No doubt that is why, at the conclusion of the quite marvelous Agile Alliance Functional Testing Tools Visioning Workshop, Elizabeth, obviously familiar with the psychology literature and with the success of the experiments on prisoners of war, invited us to
Here's my list:
Posted by Kevin Lawrence at October 13, 2007 12:34 PM
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