Kevin "KD" DorseyFounder of Sales Leadership Accelerator - The #1 Sales Leadership Coaching Program to Transform your Org and your Life

Prospect Theory and Emotional Messaging with Belal Batrawy

Name: Prospect Theory and Emotional Messaging with Belal Batrawy
Uploaded: 2022-12-06T17:46:16+00:00
Duration: 52 s
Channel: Kevin "KD" Dorsey
Description: Short excerpt from a YouTube presentation (Belal Batrawy) explaining prospect theory and how loss aversion (fear of loss) is stronger than the pleasure…

6 Dec 2022 · 1 min

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Short excerpt from a YouTube presentation (Belal Batrawy) explaining prospect theory and how loss aversion (fear of loss) is stronger than the pleasure of gain. The speaker links this psychological bias to emotional messaging and real-world behaviour: people persist or compete not to win but to avoid loss, embarrassment, or being publicly shamed (example: being posted 'dead last' on LinkedIn). Vivid anecdote: participants willing to 'crawl' across a finish line to avoid looking foolish.

Chapters

What I'm putting in you right now is this idea called prospect theory. This won a Nobel Prize in economics several decades ago. This idea that the fear of loss is two times more compelling than the pleasure of gain. Right? Most of us are lining up knowing that we're not going to win but we're still going to give it 100%. Why? Because we don't want to lose. We don't want to fall down. We don't want to look stupid. We don't want our name posted dead last when this is shared on LinkedIn. We want to at least finish respectable. You know, I'll take a bottom third finish but I'll, you know, it'll be I will do everything I can to avoid being last. If I got to crawl, if I got to, you know, use my nails to get across that line, I will because I don't want to look like a fool. That's emotional messaging.