Lecture 12 Flashcards Preview

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Flashcards in Lecture 12 Deck (11):
1

elephant is/is not controlled by rider

is not - without the elephant itself being engaged, nothing will happen

2

get ppl to change by...

tapping into finite well of emotional resources

concreteness! see/feel/change; you have to appeal to emotion rather than reason
- make ppl aware viscerally; power of concreteness
- bring threat of unacceptability to life

3

knowing-doing gap

when you know you have to do something but lack the emotional reaction to actually do it

4

destination postcard

pointing to the destination - vividly describing the ultimate change that's needed

rider needs concrete idea of destination

5

temporal construal

tendency to think more abstractly as one projects further out in time; we have a difficult time conceptualizing future in concrete terms

Ex. reading book now = following lines of print
reading book in 1 year = gaining knowledge
(Trope and Liberman)

6

scripting critical moves

outlining 2-3 key stepping stones that mark the pathway to the destination

Ex. Steve Jobs, glass screen in 6 wks

7

framing change

people want change, its just a matter of how it's framed to them

frame as novel and challenging

8

shaping the path

make concrete changes to the environment to bring about desired change

Ex. making work more rewarding - piano stairs

9

job orientation

work = income to support life outside of work

10

career orientation

work = opportunity to advance in organizational hierarchy

11

calling orientation

work = meaningful and fulfilling in and of itself