Compliance Laddering
Get agreement on a small point, then use that to get another point, then another.
Persuasion
Symbols
They have no resemblance to the real object, it’s a result of a convention. A symbol can only make meaning if the person already knows that, so, this is a matter of culture and previous knowledge. We all know that a dove represents peace, but there’s no connection between the animal and peace, it’s just …
Index
They indicate something. The index connected with its meaning (not arbitrary) but unlike the icon, it’s not the object itself. As examples, we can say that smoke indicates fire, smiles indicate happiness, fresh coffee smell in the morning indicates that someone preparing breakfast. Even medical symptoms and measuring instruments are indexes, because they indicate something.
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.