Laddering is a technique for revealing the connections between physical characteristics and deeper personal values. In a previous article, I wrote about cognitive mapping, which builds on Means-End Theory and Expectancy Value Theory and is also close to Personal Construct Theory developed by George Kelly (all originating in the 1950s). Read more »

I have never been a great salesmen, and would love to improve my powers of persuasion.  To remind myself of the psychology of persuasion I re-read Robert Cialdini’s classic book Influence recently, and found all that I need to know about the theory.  The book also contains some great examples of  the application of his six principles, along with strong evidence for them.  All I need to do now is to practice! Read more »

Ooohhh, behave yourself!

Operant conditioning is a technique mostly used to modify behaviour by reinforcing behaviours which are desired, and ignoring (and sometimes punishing) behaviours which are to be discouraged. Read more »