This is session number 011 of the Influence Psychology and Persuasion podcast. Be careful what you expect. Expectation will sway your choices, decisions actions and behaviours. There are so many examples of this and on different levels too. For example, if you expect to have a rubbish day at work, then that's what your RAS (Reticular Activating System. See

There are so many examples of this and on different levels too. For example, if you expect to have a rubbish day at work, then that's what your RAS (Reticular Activating System. See this podcast for more on this) will see and experience.

However to add another example inline with the persuasion element I'll explain this principle in the buying and selling field. Sales people use and should use this.

Here's how it goes:You and your partner go to look for a new mattress. While your shopping around to try a few and one really takes your fancy. The sale agent approaches. You ask "How much is this mattress?" "The deluxe medium firm is £1200. What is it you like about it?" The couple will now give their explanation and desire to buy this, but something very important has happened. The level of expectation has been set. The figure £1200 now have a tangible product and expectancy attached to it in their minds.

The level of expectation has been set. The figure £1200 now have a tangible product and expectancy attached to it in their minds. Here for the magic. The sales assistant can now say something like "The medium firm is a popular choice (Social Proof) and those people who like this mattress, love the Platinum version. would you like me to tell you about it and show it to you?" Who wouldn't? "This is the platinum version. There are twice as many springs for an unrivalled support, there is also the addition of a cool-tech top layer keeps you warm in the winter and prevents sweating in the summer. This mattress also comes with a 10-year shape warranty instead of 5 years like the rest of our mattresses. And the final and most major difference is that this comes with 2 cool tech pillows to guarantee the best nights sleep"  So, at this stage the couple can see and appreciate all of those additions and they already have a bench mark of what they get for £1200. So what do you think they would price or should I say value this mattress at?