Threat Shutdown
ability to close down arguments before they get out of control to continue a persuasive presentation
Persuasion
Paradox of Choice
Barry Schwartz, a Swarthmore College professor, cites many research results from psychologists, economists, market researchers and decision scientists makes five counter-intuitive arguments in this book, The Paradox of Choice: Why Less is More.
Anchoring
The Anchoring Heuristic, also know as ‘focalism’, refers to the human tendency to accept and rely on, the first piece of information received before making a decision. That first piece of information is the anchor and sets the tone for everything that follows.