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David McRaney on the Science Behind Persuasion

Masters in Business

00:00

What Do You Like About the Godfather?

A lot of times, this is the first time a person's ever even experienced that. And then all that comes into it's very easy for you to extract that emotion and tell me what you felt. A psychologist would often engage in something called the writing reflex to say, okay, well, here's what you're doing wrong. Here's what you need to do. But if we're talking about a political issue, this something comes out of motivational interviewing. The deep campsing people were therapists who had dealt with people who come in for say alcoholism or drug addiction. They already are at a state of ambivalence. That's why they've come for help.

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