Many specialists who are considered masters in the act of influencing people define something called a, “State”.
Physiology + internal representations = state —> behavior.
The internal representations also come through biases. The presentation below is an interesting descriptions of some Cognitive Biases which play a role. Look at em – they really do play up in real life. Now as a person who wants to influence, you could use them or beat them. I leave that to you.
Posted by Digvijay Singh Rathore