Unlocking the Power of Persuasion using AI

Persuasion is an art, a crucial aspect of communication that can make or break a proposal. In the world of academia and management, it's often the persuasive power of an argument that determines whether a new initiative gets the green light. One of the key elements of persuasion is understanding and leveraging cognitive biases. These are systematic errors in thinking that affect the decisions and judgments that people make. Today, we'll explore how two such biases - the Attribution Bias, the Confirmation Bias, and how you can use ChatGPT to induce them.

As an example, we’ll use AI-induced biases to make a compelling case for setting up a new ‘Sustainability Lab’ at the organization.

Example 1: Leveraging Attribution Bias

Attribution Bias refers to the tendency to attribute one's own successes to internal factors while attributing failures to external factors. In the context of our proposal, we can leverage this bias by attributing the successes of our institution's impact rankings to the internal qualities of our proposed Sustainability Lab.

For instance, we could argue that the lab's cutting-edge research capabilities, dedicated team, and innovative approach to sustainability are key internal factors that will boost our impact rankings. Conversely, any past failures to improve our rankings can be attributed to external factors, such as the lack of a dedicated sustainability research center. This way, we're subtly biasing the audience to view the Sustainability Lab as a solution to improving our rankings.

To induce such a bias you can use the following prompt in ChatGPT:

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Task: You are tasked with writing a business proposal to advocate for the establishment of a [INSERT NAME/DESCRIPTION] at [INSERT INSTITUTION/COMPANY].

Task Approach: You will utilize an [BIAS FRAMEWORK] framework to build a compelling case. Begin by attributing any challenges or shortcomings to a specific internal or external factor. Then, attribute the potential success or solution to the proposed [INSERT NAME/DESCRIPTION]. Emphasize the unique qualities or attributes of the [INSERT NAME/DESCRIPTION] and how it can help the organization achieve its goals or objectives.

Note: The use of 'Attribution Bias' is implicit. Please keep the framework to yourself.

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This is what our input would look like:

This is what our output would look like:

Example 2: Harnessing ‘Confirmation Bias’ for our case

Confirmation Bias is the tendency to search for, interpret, favor, and recall information in a way that confirms one's preexisting beliefs or hypotheses. To use this bias to our advantage, we need to understand our audience's beliefs and align our proposal accordingly.

If our audience believes in the importance of sustainability and its role in improving our institution's reputation, we can present data and arguments that confirm this belief. We can highlight how other institutions with sustainability labs have seen improvements in their rankings and reputation. This way, we're reinforcing their existing beliefs, making them more likely to support our proposal.

To make use of confirmation bias, this is what our input would look like:

AI, when used right, can be a game-changer in improving not only our workflow but also our soft skills like persuasion and negotiation. AI can assist you in understanding complex psychological frameworks, like cognitive biases, and apply them in real-world scenarios.

Till next time!