Dr Niro Sivanathan talks about how a cognitive quirk in the evaluation of information holds important implications for how to communicate to ensure our messages are effective and influential. Dr Niro Sivanathan is an Associate Professor of Organizational Behavior at LBS, where he speaks, teaches, and consults on topics of influence, negotiations, and decision-making. His research, published in top science, management, and psychology journals, explores how our psychological experience with status and power influences our judgments, decisions, and behavior. 

This talk was given at a TEDx event using the TED conference format but independently organized by a local community. Learn more at https://www.ted.com/tedx

Niro Sivanathan: What if your arguments don't add up? | Niro Sivanathan | TEDxLondonBusinessSchool

What if your arguments don't add up? | Niro Sivanathan | TEDxLondonBusinessSchool

A clever experiment reveals we pay less for more if extras dilute perceived value, highlighting the irrationality of our assessments.

Adding minor side effects in ads reduces perceived risk of major side effects, influencing drug appeal and purchase decisions.

Irrelevant details in profiles can dilute perceived scholastic aptitude, demonstrating the impact of information dilution on judgment.