Example: Getting employees to switch froma legacy system to another, might require getting them to realise that the majority of people have adopted and are happy with the new system.
Insight: People are motivated to follow other people's behaviour.
Reference: Benjamin Frankin figured out how to win over the respect of his political opponents - by asking them for small favours. He asked to borrow books, then expressed gratitude and feedback on the books- a talking point of common ground.
Reference: Benjamin Frankin: "He that has once done you a kindness will be more ready to do you another, than he whom you
yourself have obliged.".
Insight: People have a tendency to like others more after doing them a small favour, even if it is a slight inconvenience.
Principle: After asking for a favour, always follow up with gratitude.
Definition: When observing behaviour we tend to not attribute enough weight to context.
