《Moral Foundations Theory：Help in overcoming resistance》
It seems like the world is becoming more divided. People around the world are taking sides. This is nowhere more evident than in the United States where the last presidential election left the citizens asking serious questions about those on the "other side." You hear, for example, "What's wrong with those people? They don't seem to think logically. How can we have a conversation when they are so resistant to hearing other points of view. The truth is, we are all biased. The truth is, we filter all information. The truth is, we reach conclusions using our own version of logic and once we get there, we're really reluctant to change. This is a big problem and I don't even have the slightest hope of solving it, but I have discovered some interesting research that has helped me develop better ways of listening and communicating and I would like to share that in this workshop. The research is based on Moral Foundations Theory. I hope to provide enough of an overview so that participants can begin to practice it and leave with a new set of tools for overcoming conflict.
《Influence Strategies for Practitioners》
You've tried and tried to convince people of your position. You’ve laid out your logical arguments on impressive PowerPoint slides—but you are still not able to sway them. Cognitive scientists understand that the approach you are taking is rarely successful. Often you must speak to others’ subconscious motivators rather than their rational, analytic side. Linda Rising shares influence strategies that you can use to more effectively convince others to see things your way. These strategies take advantage of a number of hardwired traits: “liking”—we like people who are like us; “reciprocity”—we repay in kind; “social proof”—we follow the lead of others similar to us; “consistency”—we align ourselves with our previous commitments; “authority”—we defer to authority figures; and “scarcity”—we want more of something when there is less to be had. Learn how to build on these traits as a way of bringing others to your side. Use this valuable toolkit in addition to the logical left-brain techniques on which we depend.