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Persuasion tactics fit for a presidential campaign
美国大选中的“预说服”术


凯拉韦:行为心理学专家恰尔迪尼的“预说服”理论认为,人们传达讯息之前发生的事情对说服的效果大有影响。

At some point in the spring, when Bernie Sanders had lost any chance of winning the Democratic nomination, Hillary Clinton’s campaign suddenly started to perk up. According to Scott Adams, creator of Dilbert and contrarian pundit, much of the improvement was due to one simple word: dark. Clinton’s team had made a point of using this word to describe Donald Trump’s speeches — thus inciting voters to engage in a little confirmation bias. Next time they saw him kiss a baby or do anything at all, they would think: how dark.

在今年春天的某个时候,伯尼•桑德斯(Bernie Sanders)彻底失去了赢得民主党总统候选人提名的机会时,希拉里•克林顿(Hillary Clinton)的竞选突然开始生气勃勃起来。漫画《呆伯特》(Dilbert)的作者、另类专家斯科特•亚当斯(Scott Adams)说,这种改善很大程度上要归功于一个简单的词:dark(邪恶、阴暗的意思)。希拉里的团队有意用这个词来描述唐纳德特•朗普(Donald Trump)的各种演说——从而激发选民萌生确认偏误(confirmation bias)。下次当他们看到特朗普亲吻一个婴儿,或者做任何事情的时候,他们会想:多么dark啊。

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