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- The Trojan Nod (Also Known as Reverse Psychological Agreement)
The Trojan Nod (Also Known as Reverse Psychological Agreement)
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Table of Contents
Introduction
Most people try to change opinions by confronting them head-on.
We argue. We persuade. We like to debunk objections. The smarter we are the more we do this because in a ‘perfect’ world this is what should work.
But we don’t live in a perfect world. We live in reality and if we want to truly change people’s thoughts, ideas and opinions and shift their actions we have to not just appeal to logic. Because if we appeal to people we disagree with to be rational what happens?
People dig in their heels, they get defensive and they will reject any idea, regardless of whether it is correct and/or in their best interest.
Because humans hate being told we’re wrong. When someone is told they are wrong it triggers defense mechanisms. Our ego, identity and sense of competence/independence feel attacked when we are told that we are wrong.
This is called reactance. It’s the instinct to reject anything that feels like an attack on our ability or autonomy.
So here is your subversive psychological hack to reduce resistance and shift perspectives.
The Trojan Nod Formula - What is it?
Instead of directly challenging resistance, you do the opposite. You appear to agree and then you (subtly) disrupts the subjects certainty.
Let’s take the classic objection, ‘This is too expensive,’ and respond with the Trojan nod. The response would look something like this.