{"id":41042,"date":"2025-01-22T09:56:57","date_gmt":"2025-01-22T09:56:57","guid":{"rendered":"https:\/\/peraltafinancing.com\/business\/finance\/574-the-hidden-psychology-of-financial-pressure-with-dr-sunita-sah\/"},"modified":"2025-01-22T09:56:57","modified_gmt":"2025-01-22T09:56:57","slug":"574-the-hidden-psychology-of-financial-pressure-with-dr-sunita-sah","status":"publish","type":"post","link":"https:\/\/fivemor.com\/?p=41042","title":{"rendered":"#574: The Hidden Psychology of Financial Pressure, with Dr. Sunita Sah"},"content":{"rendered":"


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\"\"What would you do if someone in authority told you to do something that felt wrong? Most of us like to think we\u2019d speak up, push back, stand our ground. But research tells a very different story.<\/p>\n

In fact, when Yale researchers conducted a famous experiment in the 1960s, they found that 65% of people would administer what they believed to be deadly electric shocks to another human being\u2026 simply because someone in a lab coat told them to.<\/p>\n

Today\u2019s guest has spent over 15 years studying why humans comply with authority \u2013 even when every fiber of our being is screaming that we shouldn\u2019t. And when it comes to our money, this tendency to comply with authority figures \u2013 from financial advisors to real estate agents to car salespeople \u2013 can cost us dearly.<\/p>\n

Dr. Sunita Sah began her career as a physician in the UK\u2019s National Health Service. During one particularly exhausting period as a junior doctor, she agreed to meet with a financial advisor who had contacted her at work. That meeting sparked questions that would shape the rest of her career: Why did she feel pressured to trust this advisor, even after learning he had a conflict of interest?<\/p>\n

Today, she\u2019s a tenured professor at Cornell University, where her groundbreaking research on compliance and influence has been featured in The New York Times and Scientific American. She\u2019s advised government agencies, served on the National Commission on Forensic Science, and helps leaders understand the psychology behind why we say \u201cyes\u201d when we really want to say \u201cno.\u201d<\/p>\n

Whether you\u2019re meeting with a financial advisor, negotiating the price of a home, or discussing rates with a contractor, understanding the psychology of compliance could save you thousands of dollars \u2013 and help you make better financial decisions. Today\u2019s conversation isn\u2019t just about psychology \u2013 it\u2019s about protecting your wealth by learning when and how to say \u201cno.\u201d<\/p>\n

About Dr. Sunita Sah<\/strong><\/p>\n

Dr. Sunita Sah is a tenured professor at Cornell University specializing in organizational psychology. Her research focuses on how and why people comply with authority, even against their better judgment. A former physician in the UK\u2019s National Health Service, Dr. Sah brings a unique perspective to understanding human behavior and decision-making. Her work has been featured in leading publications including The New York Times and Scientific American, and she has served as a Commissioner on the National Commission on Forensic Science.<\/p>\n

Timestamps:<\/u><\/strong><\/p>\n

Note: Timestamps will vary on individual listening devices based on dynamic advertising run times. The provided timestamps are approximate and may be several minutes off due to changing ad lengths.<\/em><\/p>\n

0:00 Intro<\/p>\n

4:00 Most people follow authority against their own judgment<\/p>\n

7:01 Dr. Sah meets a pushy financial advisor as a young doctor<\/p>\n

9:55 Why conflict-of-interest disclosures backfire<\/p>\n

12:16 \u201cInsinuation anxiety\u201d makes us cave under pressure<\/p>\n

14:13 The \u201csales pitch effect\u201d creates unwanted obligation<\/p>\n

17:29 Growing up conditioned to comply as a South Asian daughter<\/p>\n

20:34 Career paths: following passion vs family expectations<\/p>\n

27:29 The Milgram experiments reveal our tendency to obey<\/p>\n

35:28 Using \u201cquiet defiance\u201d to resist pressure<\/p>\n

42:20 Why managers misunderstand employee silence<\/p>\n

46:43 Five elements that separate consent from compliance<\/p>\n

53:03 Building defiance through small daily practices<\/p>\n

58:13 The power of the pause in decision-making<\/p>\n

1:02:54 Five stages to recognize and act on resistance<\/p>\n

1:18:22 How to develop your personal style of defiance<\/p>\n

Resources Mentioned in the Episode:<\/strong><\/p>\n

\u2013 Website: \u00a0Dr. Sunita Sah<\/a><\/p>\n

\u2013 Newsletter: \u00a0Defiant By Design | Dr. Sunita Sah | Substack<\/a><\/p>\n

\u2013 Connect with Dr. Sah on LinkedIn: \u00a0Dr. Sunita Sah<\/a><\/p>\n

\u2013 Follow Dr. Sah on Instagram: Dr. Sunita Sah \u270d\ud83c\udffd Author of DEFY (@drsunitasah)<\/a><\/p>\n

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