Paradox of Choice: Influencing through Selection
Have you ever had so many choices that you simply could not make up your mind? It’s called ‘overchoice’. And we are less happy when we have more choices. Barry Schwarz called this ‘the Paradox of Choice’.
The Paradox of Choice: https://geni.us/xRAd1Vs
Watching this video is worth 2 Management Courses CPD Points*.
🔎 See below for details
Influencing and Persuading
This video is part of course module number 2.6.3
Program 2: Manager as Communicator
Course 6: Influencing and Persuading
Section 3: The Psychology of Influence and Persuasion
Other videos in this section include:
🎬 WIIFM? How to Use Self-interest to Influence and Persuade https://youtu.be/sVf70Hj5pOs
🎬 Power of the Word ‘Because’ in Influence and Persuasion https://youtu.be/ycoBykhpkes
🎬 Peer Pressure: The Awesome Power of Social Proof https://youtu.be/1HWkoIAgOuc
🎬 Use the Power of Scarcity with Integrity https://youtu.be/jAh–JIlxaU
🎬 Getting Agreement by Slicing up the Pie https://youtu.be/i9SNyDM4eFw
🎬 The Jiminy Cricket Effect: Cognitive Dissonance and the Urge for Consistency https://youtu.be/dzUMLoWQgKo
🎬 Momentum: How to Make it Easy for them to Say ‘Yes’ https://youtu.be/uQwP5EEbcY0
= = LESSON NOTES = =
As the number of options increases, not only does the difficulty of making a choice grow; so do the consequences of getting it wrong. The result is that if you offer somebody too many choices, they will be less likely to make a decision; instead, they will put off the decision.
We want choice …
But, too much choice, while appealing, hinders decision-making. Overchoice creates Overwhelm.
We make decisions most quickly and most confidently when we have a small amount of salient information.
= = RECOMMENDED EXERCISE = =
1. How do you respond to overchoice? Think about times when you have had to make a decision with lots of options. How did you find it? Did you narrow your choices? How did that affect your decision-making? (2 MC CPD Points)
2. Notice when you need to offer people choices or secure decisions. What can you do the next time this happens to reduce choice and get a decision more effectively? (2 MC CPD Points)
= = RECOMMENDED READING = =
📖 My own book on Influence (introductory level)
– How to Influence in Any Situation (Brilliant Influence 2nd Ed) https://geni.us/dAS7
📖 Excellent books at a more advanced level
– Influence: Science and Practice (a classic) https://geni.us/DIX0kFL
– Influencer: The New Science of Leading Change https://geni.us/3nBJM
– The Influence Agenda (for Stakeholder Engagement) https://geni.us/InfAg
– Methods of Persuasion https://geni.us/EVYP
– Presuasion https://geni.us/aBZo0XO
– 5 Paths to Persuasion https://geni.us/Vg2vB
⭕️ Links to our book recommendations are affiliated through Amazon
Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)
= = MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS = =
You can record your Management Courses CPD points on our free, downloadable CPD record log.
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Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 2 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 6 MC CPD points
00:00 – Overchoice and The Paradox of Choice
00:32 – No Options?
00:46 – Effortful decisions
01:18 – Lose vs gain
01:45 – Too many choices
02:03 – The Paradox of Choice
02:54 – Overchoice
03:22 – Too much information
04:55 – Summary
#ParadoxOfChoice #ManagementCourses #Overchoice