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Jonathan_Graehl comments on The Dark Arts: A Beginner's Guide - Less Wrong
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I suddenly feel that "Suzy" is a name I could never trust :)
(now that I've finished) very effective pedagogy. I've read about all of this (Influence and Persuasion etc) but you tell a great story.
I'd add that a great way to maintain cognitive load is to keep specifically pointing out features of the thing being sold in a way that makes the mark feel a need to judge each one (most effective if it's a physical thing). At least, I find this annoying an distracting - and people (ok, I) find it hard to ask someone to slow down so I can think about the last thing (or whatever I'm weighing).
This happened to me when I was buying a bag two days ago! I did find myself wondering, after the fact, why the employee was pointing out vaguely positive but basically inconsequential facts about it. This model makes sense to me, though I doubt the guy was explicitly deploying the strategy rather than just running a pattern that he'd learned was successful. (I believe this because my prior is that people aren't often explicitly strategic).
I did buy the bag, in the end.