How to Coach Yourself and Others How to Influence, Persuade and Motivate

[4]C. I. Hovland, "Reconciling Conflicting Results Derived from Experimental and Survey Studies of Attitude-Change," American Psychologist 14, 1 (1959): 8–17. [5]J. Brockner and J. Z. Rubin, Entrapment in Escalating Conflicts: A Social Psychological Analysis (New York: Springer Verlag, 1985). Cognitive Dissonance and Public Commitment Public commitments and dissonance go hand in hand. Even when we feel an action is not right, we still go through with it if we have publicly committed to such a course of action. For example, when you ask that young lady to marry you and she says yes, there's a commitment. The announcement of the engagement is a second commitment. All the other actions that follow suit increase your public commitment: telling your friends, getting the rings, asking the parents, setting the date, taking the pictures, sending announcements, paying the deposit for the reception location, etc. Each step closer to "I do" results in a greater level of commitment. Even if one or both of you decide you want to call it off, it actually feels easier to go through with the wedding than to stop the whole procession created by so much public commitment. The

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