Vocab/concepts:
- Feckless(ness)
- system 1: intuitive though/judgement
- system 2: effortful thinking & concentration
- pupil dilation correlates w/ mental exertion
- switching tasks takes effort
- try this: while walking with someone, ask him to multiply two 2-digit numbers. He will probably stop walking.
- cognitive business: when system 2 is occupied, system 1 acts without its normal fetters.
- ego depletion: you can only exert so much mental effort per day
- intelligence vs rationality: intelligence is ability to compute or switch tasks. rationality is how engaged & critical one’s thinking is
- concentration depletes blood glucose. The implications for getting a desired result from myself or others is profound.
- Priming: depending on whether we were just talking about bathing or dinner, SO_P will be completed differently.
- Experiment: try priming people for numbers when asking for a raise
- Priming means that whatever ideas I feed into my mind will manifest themselves through my actions throughout the day. Maybe there is some validity to hanging motivational posters with words like “perseverance.” I can also prime myself with my own body language. It’s possible to prime someone for agreement by tricking them into nodding, or vice versa with shaking of the head. Ch. 5
- comfort primes for relaxation and creativity, while the unfamiliar primes for critical thought & scrutiny Ch. 7 when asking opinions of a group, have each member write a short paragraph summarizing his/her position first. Otherwise, the diversity of opinion & knowledge will be lost by opinions conforming during discussion Ch 10: Anchors
- Give someone a point of reference Ch. 11: Science of availability
- If I ask someone to list 12 things I can do to improve (or any number that seems difficult), they will rate me higher than if I ask for a few suggestions Ch 17: regression to the mean.
- we should not expect sales reps to improve month over month always, or even for “hot” sales people to necessarily remain hot. we should expect sales to be average, and for a normal deviation from that average. Ch 21: Intuitions vs formulas
- oenophile: wine-lover