8. How our biases influence us
Other people bias us
The actions of others influence our behavior
If someone gives us something, we have a natural desire to give something in return at some point in the future. This is one of the most powerful tactics for persuading people to do something, as the desire sticks with people over time. We never forget that “we owe them one.”
When other people ask us to do something, and we respect them or think that they have our best interests at heart, we are strongly motivated to fulfill their request regardless of whether the outcome will be positive or negative for us.
Having common ground biases us toward others
People who are similar to us in areas like personality, age, race, and preferences, and share the ...
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