Reference #283: The First 90 Days


By moving people in a desired direction step by step, you can take them where they wouldn't go in a single leap. This is the influence technique of incrementalism.

It is highly effective because each step taken sets a new baseline or psychological reference point. People decide on their next step relative to this reference point, not to where they originally began.

Watkins. The First 90 Days, 2013. (217)

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