The ability of framing to alter a person's perception is amazing. It was mentioned in Nassim Nicholas Taleb's The Black Swan as one of the classic errors that people make in prediction. If you were to ask a person the last four digits of their social security number, and then ask them the number of dentists in Manhattan, you'll find that their estimate is influenced by the answer to the first question. This and other tactics for affecting the decisions of a person were put to use in Covert Persuasion by Kevin Hogan and James Speakman. It is an applied course in interpersonal strategery.
Saturday, February 2, 2008
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