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The Complete Idiot's Guide to Persuasion by Steve Booth-Butterfield

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Chapter 4
Conditioning and Modeling
 
 
In This Chapter
• Common sense and basic persuasion plays
• Conditioning works with animals as well as with humans
• Persuasion plays for behavior change
• Reinforcing or modeling for behavior rather than thoughts or feelings
The fundamentals of persuasion are conditioning and modeling. Classical conditioning, reinforcement, and modeling demonstrate essential and eternal elements of our human nature. All people at all times can change through conditioning and modeling, and this will always be so.
Most of us begin and end our persuasion efforts with conditioning, reinforcement, and modeling because they are simple to understand. However, we often fail to change others with these plays because we misunderstand ...

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