Not just sales, politics (another form of sales), psychotherapy, education etc.
Darn, now I'm going to have to dig up the learning lab manual I wrote. I never liked working with lab rats, I thought people, and working with them gave far more effective examples of these learning principles. It was also a lot cheaper than the thousands it cost to equip a lab with skinner boxes and lab rats. larry On 3/6/06, Scott Stewart <[EMAIL PROTECTED]> wrote: > I've seen similar methods taught in sales training.. ie: How to close a > sale... > > sas > > Scott A. Stewart > Webmaster/ Developer > > > 11820 Parklawn Dr > Rockville, MD 20852 > (301) 770-9610 x 335 > > -----Original Message----- > From: Larry C. Lyons [mailto:[EMAIL PROTECTED] > Sent: Monday, March 06, 2006 5:01 PM > To: CF-Community > Subject: Re: FW: Soft Drinks may cause obesity > > Its something I've done in every learning theory course I've taught. > Google selective reinforcement of verbal behavior. I'll have to dig > into the course notes, but from what I remember It was first discussed > by a researcher named Green in an article in a behavioral psychology > journal back in 1956. Simply put it uses verbal and non verbal cues to > reinforce a chosen verbal behavior. > > First off you choose what you want to reinforce, in this example I'll > use personal pronouns, I, me etc. Next get a baseline - in other words > what's the base rate of the vict^H^H^H^H person who is participating. > Then you start selectively reinforcing the person saying the target. > Keep saying things like "uh-huh", yes, etc, whenever the person says > the target, keep eyecontact a bit longer, lean forward a bit etc > ...After a very short while -typically 5 to 10 minutes (I set up my labs > so that they only took a short while) the person will be saying the > target a lot more. More importantly they will never notice if you're > halfway smart and unobvious about it. The next phase is to show that > the behavior is under experimental control, by stopping all verbal > reinforcement of the target. Initially the production will go up, but > very rapidly it will almost cease - actually most likely it will most > likely go under the original baseline rate. > > Its subtle, but works, and the person rarely notices. Now to really > mess with your head, the next time we talk in person I may decide to > demonstrate this method with you. And even though I've told you about > it, you'll never notice. > > I've seen variations of this method in all sorts of different > situations. For instance, in grad school we had to do a proseminar in > humanistic psychology. The prof who taught the course was really down > on behavior psychology. So several of us decided to give him a > demonstration. This prof was one of those who liked to walk all over > the front half of the room while lecturing. We decided to lock him > down to one corner. In the next class when he began lecturing whenever > he approached the target corner, we would ask more questions, look > interested etc. As we tightened up the target area, he got reinforced > for being closer to that corner. By the end of the class he was > standing in the corner finishing off his lecture. And he never > realized what we were doing to him, until we told him. > > larry > > On 3/6/06, Loathe <[EMAIL PROTECTED]> wrote: > > Come on Larry, I call bullshit. > > > > I'm skinny as hell, and I drink Mountain Dew (highest average sugar and > > caffeine content of a normal soda) by the case. Why am I not fat and > nasty? > > Because I don't eat like crazy and I stay active. > > > > > > -- > > Tim Heald > > [EMAIL PROTECTED] > > 703-300-3911 > > -----Original Message----- > > From: Larry C. Lyons [mailto:[EMAIL PROTECTED] > > Sent: Monday, March 06, 2006 3:24 PM > > To: CF-Community > > Subject: Re: FW: Soft Drinks may cause obesity > > > > In other words that's the same set of arguments that big tobacco has been > > using for years. > > > > larry > > > > On 3/6/06, Kevin Graeme <[EMAIL PROTECTED]> wrote: > > > On 3/6/06, Larry C. Lyons <[EMAIL PROTECTED]> wrote: > > > > > > > "I think that's laughable," said Richard Adamson, a senior science > > > > consultant to the American Beverage Association. Lack of exercise > > > > and poor eating habits are far bigger contributors to America's > > > > weight woes, he said. > > > > > > > > > That's a hilarious quote. It's not the soft drinks, it's the poor > > > eating habits....of consuming soft drinks. > > > > > > > > > > > > > > > > > > ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~| Message: http://www.houseoffusion.com/lists.cfm/link=i:5:199067 Archives: http://www.houseoffusion.com/cf_lists/threads.cfm/5 Subscription: http://www.houseoffusion.com/lists.cfm/link=s:5 Unsubscribe: http://www.houseoffusion.com/cf_lists/unsubscribe.cfm?user=89.70.5 Donations & Support: http://www.houseoffusion.com/tiny.cfm/54
