Mammalian brain · Storytelling & Archetypes
Strategic Vulnerability
Admitting a flaw or failure before an ask to build trust; the pratfall effect makes competent people more likeable when they show a small weakness, and skilled persuaders manufacture the weakness.
An everyday example
'Honestly, our onboarding used to be terrible' — right before the contract.
What it can cost you
Trust granted for a confession chosen to be harmless.
Warning signs
- Their honesty made me trust them more than the facts warrant.
- The flaw was very convenient.
One thing to do
Ask about the flaws they did not volunteer; a curated confession is a controlled disclosure.
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