What will I learn about: Once a decision is made, the brain's activity physically drops when exposed to contradictory information, acting as a natural defense mechanism against admitting a mistake?

Once a decision is made, the brain's activity physically drops when exposed to contradictory information, acting as a natural defense mechanism against admitting a mistake.

What will I learn about: To successfully change deeply rooted beliefs, it is far more effective to introduce new, factual information rather than attempting to argue against or debunk existing prejudices?

To successfully change deeply rooted beliefs, it is far more effective to introduce new, factual information rather than attempting to argue against or debunk existing prejudices.

What will I learn about: Human brains are emotionally synchronized, meaning that both positive and negative moods are highly contagious in physical workplaces and virtual environments alike?

Human brains are emotionally synchronized, meaning that both positive and negative moods are highly contagious in physical workplaces and virtual environments alike.

What will I learn about: Because the brain is hardwired to seek pleasure, people respond with much more agility and alertness to the promise of a reward than to the threat of a punishment?

Because the brain is hardwired to seek pleasure, people respond with much more agility and alertness to the promise of a reward than to the threat of a punishment.

What will I learn about: People are significantly happier and more compliant when they feel a sense of agency, making shared progress and positive feedback far more effective than direct orders?

People are significantly happier and more compliant when they feel a sense of agency, making shared progress and positive feedback far more effective than direct orders.

The Influential Mind

What the Brain Reveals About Our Power To Change Others

Tali Sharot

★ 4.2 / 5(244 ratings)

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Categories:

Psychology

If You're Curious About These Questions...

You should listen to this audiobook

💡Why does the human brain literally decrease its activity when presented with evidence that contradicts a recently made decision?
💡What is the most scientifically effective way to change someone's mind when they stubbornly hold onto a deeply rooted, debunked prejudice?
💡Why do threats of negative consequences make our brains sluggish, while the promise of a reward sharply increases our reflexes and alertness?

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Key Takeaways from The Influential Mind

✓Once a decision is made, the brain's activity physically drops when exposed to contradictory information, acting as a natural defense mechanism against admitting a mistake.
✓To successfully change deeply rooted beliefs, it is far more effective to introduce new, factual information rather than attempting to argue against or debunk existing prejudices.
✓Human brains are emotionally synchronized, meaning that both positive and negative moods are highly contagious in physical workplaces and virtual environments alike.
✓Because the brain is hardwired to seek pleasure, people respond with much more agility and alertness to the promise of a reward than to the threat of a punishment.
✓People are significantly happier and more compliant when they feel a sense of agency, making shared progress and positive feedback far more effective than direct orders.

Learning Tools

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Mind Map

The Influential Mind

Beliefs & Prejudices+

Emotional Contagion+

Motivation+

Agency & Control+

Value & Creation+

Attention & Delivery+

Quiz — Test Your Understanding

Question 1 of 7

According to the stock market study mentioned in the text, how do people typically react when they receive negative information about an investment decision they have already committed to?

A. They immediately change their behavior to mitigate the negative consequences.
B. Their brain activity drops and they tend to ignore the contrary information.
C. They seek out additional data to confirm their initial bias before changing course.
D. They become highly alert and process the negative information more deeply.

Question 2 of 7

What did researchers find is the most effective way to change someone's mind when they hold a stubborn, misguided belief, such as the belief that vaccines cause autism?

A. Directly arguing against their preconceptions with strong contradictory evidence.
B. Presenting them with a completely new factual message about the benefits of the action.
C. Pointing out the logical fallacies in the original research that formed their belief.
D. Using emotional appeals to make them feel guilty about their stubbornness.

Question 3 of 7

What was the main finding of the 2012 Facebook study regarding the manipulation of user news feeds?

A. Users exposed to predominantly negative posts stopped using the platform altogether.
B. Users who saw positive posts were more likely to click on advertisements.
C. Users' moods were contagious; those who saw positive posts created positive posts, and those who saw negative posts created negative ones.
D. Users quickly realized their feeds were being manipulated and reported feeling a loss of control.

Question 4 of 7

Based on the study where a man named Edvard was asked to press a button when certain images appeared, how does the human brain respond differently to potential rewards versus potential losses?

A. The brain responds with quick, alert reflexes when offered a reward, but becomes sluggish when facing a potential loss.
B. The brain is highly motivated to avoid pain, making reflexes much faster when a loss is threatened.
C. The brain processes both rewards and losses with the same level of alertness, but prioritizes avoiding loss.
D. The brain becomes overwhelmed and freezes when offered a reward, but functions optimally under the pressure of a potential loss.

Question 5 of 7

How did a hospital successfully increase the hand-washing compliance rate of its medical personnel from 38 percent to nearly 90 percent?

A. By issuing strict, direct orders and threatening disciplinary action for non-compliance.
B. By posting a sign that showed the positive compliance rate and progress of the entire medical team.
C. By giving individual warnings to doctors and nurses who failed to wash their hands.
D. By explaining the dire medical consequences of spreading infections to vulnerable patients.

Question 6 of 7

What does the 'Ikea effect' demonstrate about human psychology and the value we place on objects?

A. We place a higher value on items that are inexpensive and highly functional.
B. We value objects more highly if we have contributed to creating them, even if our contribution was small.
C. We prefer mass-produced items because they are generally constructed better than handcrafted ones.
D. We only value handcrafted items if we build them entirely from scratch with our own hands.

Question 7 of 7

Why did airlines start using goofy videos, catchy cartoons, and stand-up comedians to deliver pre-flight safety instructions?

A. Because aviation regulations required a change in the standard safety script.
B. Because people tend to ignore important, potentially anxiety-inducing information unless it is delivered in an entertaining way.
C. Because passengers requested shorter, more concise safety demonstrations.
D. Because the airlines wanted to distract passengers from the poor quality of in-flight food and seating.