The Ledger
Every statement that passed quotation and attribution checks. Mix any filter with any other: certainty 1/5, debate potential 5/5, or both at once.
why aren't all 13 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 0 checkable ones are still open, waiting for their date. predictions held up or didn't; assertions are supported or contradicted. on every card: ▮▮▮▮▮ certainty · ▮▮▮▮▮ debate potential. speakers are clickable
Cialdini: Reciprocal concessions require an initial rejection, not just contrast
“If we include the contrast in our presentation, you can go anywhere from giving six months for two years, every six weeks for two years, or you could just give to tomorrow. That doesn't produce the effect to the same degree. You have to get them to say no to S…”
Cialdini: People like those who explicitly express liking them
“It's not just that we like people who are like us. We like people who do like us and say so.”
Cialdini: Influence Highlights Existing Principles While Manipulation Counterfeits Them
“And for me, influence involves pointing to them where they naturally exist. That is, informing people into assent by simply raising the profile of that principle in one way or another in your communication. Manipulation involves the fabrication or manufacture …”
Cialdini: Upfront Value Pitching Products Is Seen as a Sales Device
“Not based on our product or service. If it's designed to tell them how to buy us, or why they should, then it's seen as a device, not a gift.”
Cialdini: People Overpay Favors to Avoid the Stigma of Free-Riding
“We are obligated to give back at the same level, but if the only thing we can do is to give back at a higher level, we will, to avoid the burden of feeling like a cheater, like a free rider, like a taker, an ingrate.”
Cialdini: Small Favors Fade Rapidly While Large Favors Endure for Years
“People are more willing to say yes to a request for something in return, the closer to the favor we've provided. However, when they have given us very large favors, those things stay in our consciousness. And years later, we will be willing to give back to the…”
Cialdini: Reciprocity dictates that manipulative exploiters should be exploited
“Treat it as a trick, and if that's the case, Show them the door and keep the fire extinguisher because by the rule of reciprocation, exploiters should be exploited.”
Cialdini: Fake reviews rely on personal stories and verbs instead of nouns
“It turns out there's particular things that allow us to know when the review is phony. Do they use a lot of personal stories? That means they're not giving you Evidence of the features of the product or service because they don't really know. They've just been…”
Cialdini: Trending Social Proof Persuades More Than Static Market Share
“There's a new research that shows that there's a particularly powerful form of social proof that isn't just a large number of people have done this, but there's a trend to that number. It used to be that last year, we had 30% market share. Six months ago, it w…”
Cialdini: Base purchase decisions on deal terms, not liking the salesperson
“Because you have to recognize, I'm gonna be driving that Toyota off the lot, not the salesperson. It doesn't matter how much I like the salesperson. I can be driving the car. So you have to make your choice based on the favorable features of the deal, not of t…”
Cialdini: Uncertainty drives people to copy peers rather than look inward
“When we're uncertain, we don't look inside ourselves for the answer. All we see is the lack of confidence. So we look outside, and one place we look is to what the people around us, like us, have been doing, or are currently doing in a particular situation.”
Cialdini: Managers should ask employees for explicit public commitments on deadlines
“Anytime you're running a meeting and you've given members of your team tasks to perform, And complete before the next meeting. Don't let anybody out of that room until you ask the question, will you be able to complete this by our next meeting? And pause. If t…”
Cialdini: Defend against consistency bias by asking if new data would alter initial choice
“When we encounter a new piece of information, Relative to a decision or a choice that we've made, you know, and that we get a chance to change, we need to say, if I knew this when I first made my choice, if that was part of this decision, would I have made the…”