Filtered dossier

commitment

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    Persuasion Systems Entry #0251

    Why a small favour precedes a large request

    The first yes is small enough to cost nothing. The second is large enough to matter. The bridge between them is the need to stay consistent with the self.

    Novice
    The hidden part #0251

    Consistency with the self is the lever. The first favour does not persuade; it creates the identity that the second favour appeals to.

    Open file
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    Negotiation Frames Entry #0339

    The reason a walk-away must be credible to work

    A threat changes behaviour only if the other side believes you would carry it out. Credibility comes from your position, not from the firmness of your voice.

    Adept
    The hidden part #0339

    A threat is priced by the listener’s estimate of your alternatives, not by your confidence in delivering it.

    Open file
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    Market Signals Entry #0415

    Why an office location communicates a strategy

    Rent is paid monthly, in public, and cannot be quietly withdrawn. That combination makes an address one of the few statements a firm cannot cheaply fake.

    Master
    The hidden part #0415

    A statement can be revised silently. A lease cannot, and that is precisely why an address carries information.

    Open file
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    Habit Loops Entry #0316

    The reason quitting is easier than moderating

    A total rule is decided once. A limit must be re-decided at every occasion, and each occasion is a fresh opportunity to decide differently.

    Adept
    The hidden part #0316

    A limit is not one decision kept many times. It is many decisions, and only one of them has to go the other way.

    Open file
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    Cognitive Bias Entry #0121

    Why saying an explanation aloud makes you believe it more

    Speaking a position converts it from a hypothesis into something you have said. What was tentative in the head becomes a commitment once it has an audience.

    Novice
    The hidden part #0121

    A spoken position gains a supporter during the speaking. Nothing was added to the evidence and something was added to the commitment.

    Open file
  • No visual on file
    Reward Loops Entry #0617

    Why the first pack is cheap and the second is not

    The starter bundle is priced to be impossible to refuse. Its real job is not the sale itself but turning a non-payer into someone who has paid once.

    Adept
    The hidden part #0617

    The starter pack does not sell items. It sells the first “yes,” after which every later yes is easier and priced accordingly.

    Open file
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    Tactile Influence Entry #1039

    The reason a pen with heft is chosen for a signature

    A heavy pen makes the act of signing feel consequential, so the weight converts a routine mark into a deliberate commitment.

    Adept
    The hidden part #1039

    A light pen says sign here — a heavy pen says this matters, and the hand believes the weight.

    Open file