How we change what others think, feel, believe and do
We tend to over-estimate the causal role (salience) of information we have available to us.
Taylor and Fiske (1975) arranged two people facing each other having a conversation, with other people sat in a circle around them. Afterwards, they asked the people from the circle to attribute cause for several incidents. The people attributed more to the people whose faces they could see better.
When we see news of criminal muggings, we become more fearful when we go out, even though the chance of us being hurt remains unchanged and very small.
Give the other person plenty of information that will help them make the decisions you want of them.
When making important decisions, look beyond the available data.
And the big