It's About Learning

In the past several weeks/months I have had many meetings where I have mentioned the notion of reciprocity, persuasion, and influence. If you are interested in exploring how we actually make decisions you will want to explore the following post Science Of Persuasion – We Aren’t as Rational As We Think We Are where I point to several top thinkers who summarize their ideas in videos.

The following are a list of books I often mention:

Influence: The Psychology of Persuasion by Robert Cialdini
This a classic book on persuasion that explains the psychology of why people say “yes”—and how to apply these insights in a variety of settings. If you were to read only one book on this topic I would recommend this one. If you don’t have time to read this book then you must watch Robert Cialdini – Science Of Persuasion Big Think video which provides a wonderful overview for the book and highlights the 6 key factors in persuasion.

Thinking, Fast and Slow by Daniel Kahneman
This is the 2011 best selling book by Nobel Memorial Prize in Economic Sciences laureate Daniel Kahneman offers psychological, behavioral, and economic insights based on actual research that will make you a better thinker and decision-maker. Great ideas but not as easy to read and understand at Cialdini’s work.

Range: Why Generalists Triumph in a Specialized World by David Epstein
Epstein explains why specialized knowledge is so limiting and why people who have more general or broader knowledge are able to do so much more. Caution – Epstein is a reporter/investigative journalist so while his book is well written and a very enjoyable read it isn’t as academically rigorous as Cialdini’s and Kahnamen’s books which are based on years of research.

This list wouldn’t be complete without pointing to the classic video RSA Animate – Drive: The surprising truth about what motivates us and the book that this video is based on:
Drive: The Surprising Truth About What Motivates Us by Daniel H. Pink

While you are on my site you may want to check out my recommended reading list – https://www.harapnuik.org/?page_id=8200 where you will find above books listed.

As an added bonus you may also want to explore the posts:

Why great teachers aim for influence not control
How to Foster Intrinsic Motivation
When people need motivation not information…
The Myth of Average: Todd Rose

Spock was my favourite Star Trek character because he was so logical and rational. As a young man I sought out the facts and tried to emulate that calm, logical and rational perspective that I saw in my Vulcan role model. For many years I really believed I was making all my decision based on purely cognitive calculations. I took this to the next level and majored in Philosophy as an undergraduate and even started a Masters in Philosophy. Despite my desire to be logical and rational I struggled with aspects of my life that couldn’t be so easily explained by logic and continually strived to develop my reason to a high enough level where I would be able to control my passions and desires. As the years progressed my studies shifted to include a bit of Psychology but I still tried to explain away everything from a purely logical or rational perspective.

In the past 10 years, I have shifted my thinking based on sound research to recognize that the head won’t go where the heart hasn’t been and now I recognize that we aren’t a logical and rational as we hope to be. I really wished I would have come across the following research-based ideas that confirm that we are motivated and perhaps even controlled by intangibles or the affective domain much more than tangibles and the cognitive domain:

Are we in control of our decisions? | Dan Ariely –

Ariely, D. (2016). Payoff: The hidden logic that shapes our motivations. Simon & Schuster/TED.

Science Of Persuasion | Robert Cialdini

Cialdini, R. B. (2008). Influence: Science and practice (5th ed.). Needham Heights, MA: Allyn & Bacon.

How to Use Pre-suasive Tactics on Others – and Yourself | Robert Cialdini

Cialdini, R. B. (2016). Pre-Suasion: A revolutionary way to influence and persuade. New York NY: Simon and Schuster.

While we are on the topic of motivations I don’t think I can leave off Daniel Pink’s seminal works:

RSA ANIMATE: Drive: The surprising truth about what motivates us

Pink, D. H. (2011). Drive: The surprising truth about what motivates us. New York, NY: Penguin.

The article Rethinking How Students Succeed in The Standford Social Innovation Review points a wave of noncognitive skill initiatives (affective domain) that holds promise for making teachers more effective and students more successful. The article also points to research shows that students who develop social and emotional learning (SEL) skills and academic mindsets (for example, a belief that one’s abilities can improve with effort) do better in school.

Whenever you mention the growth mindset it is imperative to point to Carol Dweck’s work Growth Mindset: New Psychology for Success