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A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do.
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Robert B. Cialdini |
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Where all think alike, no one thinks very much. --WALTER LIPPMANN
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Robert B. Cialdini |
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Often we don't realize that our attitude toward something has been influenced by the number of times we have been exposed to it in the past.
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Robert B. Cialdini |
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we all fool ourselves from time to time in order to keep our thoughts and beliefs consistent with what we have already done or decided
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Robert B. Cialdini |
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There is a natural human tendency to dislike a person who brings us unpleasant information, even when that person did not cause the bad news. The simple association with it is enough to stimulate our dislike.
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Robert B. Cialdini |
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persons who go through a great deal of trouble or pain to attain something tend to value it more highly than persons who attain the same thing with a minimum of effort.
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Robert B. Cialdini |
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people seem to be more motivated by the thought of losing something than by the thought of gaining something of equal value.
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Robert B. Cialdini |
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The way to love anything is to realize that it might be lost.
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Robert B. Cialdini |
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Freedoms once granted will not be relinquished without a fight.
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Robert B. Cialdini |
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Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies? The result was that once again nearly all (93 percent) agreed, even though no real reason, no new information, was added to justify their compliance. Just as the "cheep-cheep" sound of turkey chicks triggered an automatic mothering response from maternal turkeys--even when it emanated from a stuffed polecat--so, too, did the word "because" trigger ..
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Robert B. Cialdini |
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Everything should be made as simple as possible, but not simpler. --ALBERT EINSTEIN
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Robert B. Cialdini |
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All things being equal, you root for your own sex, your own culture, your own locality...and what you want to prove is that you are better than the other person. Whomever you root for represents you; and when he wins, you win."88"
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Robert B. Cialdini |
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The idea of potential loss plays a large role in human decision making. In fact, people seem to be more motivated by the thought of losing something than by the thought of gaining something of equal value.
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Robert B. Cialdini |
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When our freedom to have something is limited, the item becomes less available, and we experience an increased desire for it. However, we rarely recognize that psychological reactance has caused us to want the item more; all we know is that we want it. Still, we need to make sense of our desire for the item, so we begin to assign it positive qualities to justify the desire.
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Robert B. Cialdini |
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It is easier to resist at the beginning than at the end. --LEONARDO DA VINCI
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Robert B. Cialdini |
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There's a critical insight in all this for those of us who want to learn to be more influential. The best persuaders become the best through pre-suasion - the process of arranging for recipients to be receptive to a message before they encounter it. To persuade optimally, then, it's necessary to pre-suade optimally. But how? In part, the answer involves an essential but poorly appreciated tenet of all communication: what we present first ch..
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Robert B. Cialdini |
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Apparently we have such an automatically positive reaction to compliments that we can fall victim to someone who uses them in an obvious attempt to win our favor.
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Robert B. Cialdini |
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The customers, mostly well-to-do vacationers with little knowledge of turquoise, were using a standard principle--a stereotype--to guide their buying: "expensive = good."
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Robert B. Cialdini |
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There is no expedient to which a man will not resort to avoid the real labor of thinking.
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Robert B. Cialdini |
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In general, when we are unsure of ourselves, when the situation is unclear or ambiguous, when uncertainty reigns, we are most likely to look to and accept the actions of others as correct.
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Robert B. Cialdini |
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Our best evidence of what people truly feel and believe comes less from their words than from their deeds.
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Robert B. Cialdini |
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our typical reaction to scarcity hinders our ability to think.
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Robert B. Cialdini |
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Since 95 percent of the people are imitators and only 5 percent initiators, people are persuaded more by the actions of others than by any proof we can offer.
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Robert B. Cialdini |
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Research has shown that we automatically assign to good-looking individuals such favorable traits as talent, kindness, honesty, and intelligence (for a review of this evidence, see Langlois et al., 2000).
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Robert B. Cialdini |
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Nothing in life is as important as you think it is while you are thinking about it."18"
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Robert B. Cialdini |
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good-looking people are aware that other people's positive evaluations of them are not based on their actual traits and abilities but are often caused by an attractiveness "halo"
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Robert B. Cialdini |
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We like people who are similar to us. This fact seems to hold true whether the similarity is in the area of opinions, personality traits, background, or life-style.
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Robert B. Cialdini |
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people don't care how much you know until they know how much you care.79
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Robert B. Cialdini |
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First, we seem to assume that if a lot of people are doing the same thing, they must know something we don't.
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Robert B. Cialdini |
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Be as precise as possible about your need for aid.
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Robert B. Cialdini |
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Abraham's willingness to plunge a dagger through the heart of his young son because God, without any explanation, ordered it. We learn in this story that the correctness of an action was not judged by such considerations as apparent senselessness, harmfulness, injustice, or usual moral standards, but by the mere command of a higher authority.
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Robert B. Cialdini |
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As a general rule, whenever the dust settles and we find losers looking and speaking like winners (and vice versa), we should be especially wary of the conditions that kicked up the dust--in
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Robert B. Cialdini |
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The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of reciprocal concessions that will yield a desirable final offer from the opponent, yet is not so outlandish as to be seen as illegitimate from the start.
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Robert B. Cialdini |
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We will use the actions of others to decide on proper behavior for ourselves, especially when we view those others as similar to ourselves.
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Robert B. Cialdini |
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civilization advances by extending the number of operations we can perform without thinking about them.
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Robert B. Cialdini |
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we all fool ourselves from time to time in order to keep our thoughts and beliefs consistent with what we have already done or decided.
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Robert B. Cialdini |
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once a person's self-image is altered, all sorts of subtle advantages become available to someone who wants to exploit that new image.
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Robert B. Cialdini |
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those who cheat for you will cheat against you.
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Robert B. Cialdini |
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you're much more persistent when you're confident in your abilities.
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Robert B. Cialdini |
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In one experiment conducted on five classes of Australian college students, a man was introduced as a visitor from Cambridge University in England. However, his status at Cambridge was represented differently in each of the classes. To one class, he was presented as a student; to a second class, a demonstrator; to another, a lecturer; to yet another, a senior lecturer; to a fifth, a professor. After he left the room, each class was asked to..
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Robert B. Cialdini |
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It is much more profitable for salespeople to present the expensive item first, not only because to fail to do so will lose the influence of the contrast principle; to fail to do so will also cause the principle to work actively against them. Presenting an inexpensive product first and following it with an expensive one will cause the expensive item to seem even more costly as a result--hardly a desirable consequence for most sales organiza..
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Robert B. Cialdini |
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audiences have been successfully manipulated by those who use social evidence, even when that evidence has been openly falsified.
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Robert B. Cialdini |
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Once again we can see that social proof is most powerful for those who feel unfamiliar or unsure in a specific situation and who, consequently, must look outside of themselves for evidence of how best to behave there.
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Robert B. Cialdini |
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The feeling of being in competition for scarce resources has powerfully motivating properties.
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Robert B. Cialdini |