Tyler Odean

Most people choose not to take action because humans are very loss averse. We all want to minimize regret, and we tend to ascribe more regret to acting rather than failing to act. Failing to act doesn’t really feel like our fault. If you’re trying to be persuasive, you can anticipate this instinct. If you desire a particular outcome, make sure that your stakeholders need … [ Read more ]

Tyler Odean

To make whatever you’re offering appeal to a human being, be aware that any information you put out there will be consumed through a comparative lens. If you don’t explicitly tell your audience which comparisons to make, they’ll make them on their own. And these automatic comparisons probably won’t be as flattering as the ones you’d choose for them.

Tyler Odean

It’s infinitely more difficult to persuade someone that they’re wrong than to persuade them that there’s new information that should change their minds. Any time you’re trying to convince someone to change their thinking, always frame it as an opportunity to be right going forward — not an admission of past error.

Tyler Odean

People will remember a totally random sample of the information you give them. It won’t be the best sample. It won’t be the summary you wish you could hand them. It’s a random set of data. Because they’ll remember random parts, you want to construct a message that — when sampled at any point — reinforces your argument and remains persuasive. Keep it to the … [ Read more ]

Tyler Odean

If you speak to System II [thinking] (i.e. pose something complex enough that it requires reasoning), you’re asking to be doubted. Many of us have had the thought while listening to someone: “I don’t know why you’re wrong, but I still don’t believe you.” That’s System II doing its job. To persuade someone, you need to speak as much as you can to System I … [ Read more ]

Tyler Odean

What most people think of as vision is actually persuasion.

Peter Drucker

The greatest wisdom not applied to action and behavior is meaningless data.

Shelly Palmer

There’s a very strong confirmation bias for all content today, regardless of whether it’s entertainment, news, or just information. It will grow even stronger as technology improves. As content distributors, we are fighting the hardest fight ever: getting through the personal filters of people who have opted into their own world view. Many have no interest in getting out of it. […] The free and … [ Read more ]

Robert Cialdini, Theodore Kinni

We not only assign undue levels of importance to whatever captures our attention at a certain point in time, but also assign causality to it.

Pedro J. Pizarro

Human beings are incredibly perceptive. And they seem to be more perceptive when they look at people above them than when they look down.

Anastasia Mudrova

Don’t fall in love with the solution. Fall in love with the problem.

Chip Conley

Wisdom is about pattern recognition. And the older you are, the more patterns you’ve seen. There’s an old saying I love: “When an elder dies, it’s like a library has burned down.” In the digital era, libraries — and elders — aren’t quite as popular as they used to be. But wisdom never grows old.

Thomas Wedell-Wedellsborg

What I notice when I work with […] companies applying those [Six Sigma, TRIZ, 5 Whys, root cause analysis] was those tools tend to make you dig deeper into the first understanding of the problem we have. […] That they kind of get caught by the details. That, in a way, is a bad way to work on problems because it really assumes that there’s … [ Read more ]

Robert McKee

… what attracts human attention is change. […] if the temperature around you changes, if the phone rings — that gets your attention. The way in which a story begins is a starting event that creates a moment of change.

Stuart Crainer

People have an urge to overcomplicate and to reinvent. This is especially true in the realm of management thinking, where ideas are perpetually relabeled and recycled.

Dave Weinbaum

Those who let things happen usually lose to those who make things happen.

Albert Einstein

Conventional wisdom is the source of many problems and is ill-suited to solving them.

Seth Godin

We’ve confirmed that vocational skills can be taught (you’re not born knowing engineering or copywriting or even graphic design, therefore they must be something we can teach), while we let ourselves off the hook when it comes to decision making, eager participation, dancing with fear, speaking with authority, working in teams, seeing the truth, speaking the truth, inspiring others, doing more than we’re asked, caring … [ Read more ]

Michael Lewis

The question is why, having identified these cognitive illusions or whatever you want to call them, they persist. We don’t pay more attention to them. […] It’s very hard for a person to self correct. What you can do, Amos [Tversky] would say, is change your environment in which you make decisions, so people are more likely to point out to you if you’re making … [ Read more ]

Mark Chussil

We narrow our decision-making frame when we believe we know what the future will look like. We implicitly assert that everything is locked in except for what we will do, and so we ask this simple, efficient question: “What should we do?”

Should asks people to spot and advocate the one right decision. It treats decision making as a debate. It drives toward closure. We need … [ Read more ]