Topic 2 – Resistance II
[Lecture notes]
Factors that create resistance to change are:
- The principle of least effort: The need for ease or speed
- Confirmation bias
- Optimism bias (self-serving)
- Negativity bias (outwards)
- You need to first identify the type of resistance before starting an intervention. Work
your way from left to right if the type is not clear.
[Persuasion strategies added by lecture 2]
How to deal with reactance:
o Redefine the relationship
o Altercasting: Putting someone in a(nother) role (e.g., lait d’homme) or putting
yourself in a(nother) role
How to deal with scepticism:
o Guarantees
o Self-persuasion: Let people come up with arguments for the change themselves
o Inoculation: Increasing scepticism by teaching people to spot misinformation
(see below)
How to deal with ineratia:
o Fluency/ease
o Nudge: Default (opt-in versus opt-out)
o Commitment: Implementation intentions (see below)
[Lecture notes]
Factors that create resistance to change are:
- The principle of least effort: The need for ease or speed
- Confirmation bias
- Optimism bias (self-serving)
- Negativity bias (outwards)
- You need to first identify the type of resistance before starting an intervention. Work
your way from left to right if the type is not clear.
[Persuasion strategies added by lecture 2]
How to deal with reactance:
o Redefine the relationship
o Altercasting: Putting someone in a(nother) role (e.g., lait d’homme) or putting
yourself in a(nother) role
How to deal with scepticism:
o Guarantees
o Self-persuasion: Let people come up with arguments for the change themselves
o Inoculation: Increasing scepticism by teaching people to spot misinformation
(see below)
How to deal with ineratia:
o Fluency/ease
o Nudge: Default (opt-in versus opt-out)
o Commitment: Implementation intentions (see below)
