An ACTUAL Map of Human Influence and persuasion

Summary

In this video, the speaker introduces the Six Axis Model of Influence, a framework that maps human behavior and explains how persuasion works across various fields such as sales, therapy, law, and even cult recruitment. The six axes—suggestibility, focus, openness, connection, compliance, and expectancy—can be used to understand and influence human behavior. The speaker highlights that only three axes need to be engaged for effective persuasion. Drawing from real-world examples like the Milgram experiment, the model demonstrates how these axes interact to shape decisions, offering a practical tool for anyone looking to master the art of influence.

Takeaways

• 😀 Mapping human behavior is as essential as mapping the physical world, but it's often overlooked despite the significant impact of psychology.
• 😀 Carl Jung explored the depths of human psychology, but no comprehensive map for understanding human influence and interaction exists.
• 😀 Persuasion is defined as causing a behavior to occur that would not have otherwise, from casual suggestions to life-changing interventions.
• 😀 The 'Six Axis Model of Influence' is a framework that identifies six key factors—suggestibility, focus, openness, connection, compliance, and expectancy—that influence persuasion.
• 😀 Only three out of the six axes need to be present for persuasion to be effective, which highlights the flexibility of the model in influencing others.
• 😀 Suggestibility, focus, and compliance are the critical axes involved in extreme cases of influence, such as in the Milgram Experiment on obedience.
• 😀 The Six Axis Model can be used both as a planning tool and a diagnostic tool to analyze the effectiveness of persuasion strategies in different contexts.
• 😀 The model applies to various real-world scenarios including sales, therapy, legal trials, and even cult recruitment, showcasing its versatility.
• 😀 Influence operates on a spectrum, and understanding the dynamics of these axes can help predict, influence, or evaluate persuasive outcomes.
• 😀 The speaker's extensive experience in intelligence and developing influence strategies culminated in the creation of the Six Axis Model after over 20 years of research and application.
• 😀 The Six Axis Model not only helps individuals understand influence but also empowers them to consciously apply these principles to affect change in their personal and professional lives.

Q & A

What is the main purpose of the six-axis model of influence?

The six-axis model of influence is designed to show the six key factors that affect how influence works. It helps understand and analyze persuasion in various contexts, such as sales, therapy, politics, and even cult recruitment. The model can be used to plan and diagnose persuasive interactions.

What are the six axes in the model of influence?

The six axes in the model are: Suggestibility, Focus, Openness, Connection, Compliance, and Expectancy. Each axis represents a factor that influences a person's likelihood of being persuaded.

How does suggestibility differ from compliance in the six-axis model?

Suggestibility refers to a person's tendency to accept and act on a suggestion, while compliance involves following a direct command or direction. Both are forms of influence, but compliance requires a stronger, more explicit action.

Why does the speaker believe there is no effective map for human behavior like there are maps for geography?

The speaker argues that despite extensive studies in psychology and human behavior, no one has created a clear, universally accepted map of human behavior and influence. While maps of the physical world exist, the complexities of human psychology remain inadequately mapped out.

What does the speaker mean by saying information and skill are two different things?

The speaker is emphasizing that while academic knowledge (information) about psychology and influence is valuable, practical skill in applying that knowledge is crucial. Understanding theoretical concepts is different from using them effectively in real-world situations.

How does the six-axis model apply to the Milgram experiment?

In the Milgram experiment, participants were highly suggestible and compliant due to the presence of an authority figure. The focus was intense on the task, but there was little connection, openness, or expectancy about what would happen. This led to participants obeying orders, even when it involved actions they normally wouldn't take, such as administering what they thought were lethal shocks.

Why does the speaker say only three of the six axes need to be present for persuasion to occur?

The speaker points out that while all six axes can contribute to persuasion, only three are required to be present at a significant level for influence to be effective. These three factors can vary depending on the situation, but when they are strongly present, persuasion can be achieved.

What role does 'focus' play in the six-axis model?

Focus refers to the degree to which a person can concentrate on the operator or the task at hand, excluding other distractions. High focus increases the effectiveness of persuasion by keeping the person’s attention directed towards the influencer or the influence process.

How can the six-axis model be used in practical situations like sales or legal cases?

In sales, the six-axis model can help plan strategies for meetings, calls, or sales pitches by determining which axes to emphasize. In legal cases, it can be used to evaluate and plan persuasive strategies for jury trials, helping attorneys understand how to effectively influence jurors' decisions.

What is the significance of the 'ancestor scripts' mentioned in the video?

Ancestor scripts refer to deeply ingrained, automatic responses humans have evolved to certain situations, such as obeying authority or reacting to threats. These scripts influence behavior without conscious awareness and can override personal values or life scripts, as demonstrated in the Milgram experiment.