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Nesting

 

Techniques General persuasion > Creating Cognitive Load > Nesting

Description | Example | Discussion | See also

 

Description

Start talking about something. Get your audience engaged and interested. Then break off and talk about something else. This can be a sub-topic or something unrelated. Then do the same again, getting them interested before breaking off into another story.

When you are several levels down into the nest, when they are perhaps looking slightly glazed, make your key point.

Then close off each level of the nest, in reverse order.

Example

Why don't we go to a movie, I wonder what's on? ....

Did you hear the news about Esperance? No? ... The weather is looking bad .. I'm going out tonight ... The weather this weekend is bad up north ... Esperance is flooded ... Terminator X is on, would you like to see that?  

Discussion

The principle of nesting is to create cognitive overload by giving the person a sequence of unfinished stories to remember. It uses the completion principle, where we seek closure and hence try to remember everything that has not been completed, especially those things which have gained our interest (and stories do this particularly well).

This is a method sometimes used by hypnotists as the effort of trying to keep track can entrance subjects. This has a greater effect when the person is trying to remember more detail and has not given up.

See also

Completion principle

 

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