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Creating Cognitive Load

 

Techniques General persuasion > Creating Cognitive Load

Description | Example | Discussion | See also

 

A common activity in changing minds is to get people to put effort into conscious thinking. Sometimes you want to think about the issue at hand. At other times it is better if they do not think too much about what you are saying as this may lead to them objecting or otherwise trying to resist your efforts to persuade them.

A way to reduce resistance and other objections is simply to get them to think about something else. This has two effects. Firstly, the thinking acts as a distraction, occupying their attention while you suggest things that they will think less about before agreeing. Secondly, willpower fades as blood glucose is used up by the thinking, causing exhaustion and a reduce ability to resist persuasion. This also allows you to interrupt them when they are busy thinking such that the continuing concern for the problem reduces the mental effort they put into considering your proposal.

Here are a number of ways you can make them think more and hence create 'cognitive load':

See also

Resisting persuasion, Objection-handling techniques and methods, Distraction principle, Persuasive Language, Modifying Meaning, Figures of speech

 

Sweller, J. (1988). Cognitive load during problem solving: Effects on learning. Cognitive Science. 12, 2, 257–285.

 

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed