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Observers trying to decide what a man is like look closely at his actions.
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Robert B. Cialdini |
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what is more accessible in mind becomes more probable in action,
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Robert B. Cialdini |
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By no means is my friend original in this last use of the "expensive = good" rule to snare those seeking a bargain. Culturist and author Leo Rosten gives the example of the Drubeck brothers, Sid and Harry, who owned a men's tailor shop in Rosten's neighborhood while he was growing up in the 1930s. Whenever the salesman, Sid, had a new customer trying on suits in front of the shop's three-sided mirror, he would admit to a hearing problem, an..
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Robert B. Cialdini |
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Social scientists have determined that we accept inner responsibility for a behavior when we think we have chosen to perform it in the absence of strong outside pressures. A
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Robert B. Cialdini |
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The rule says that we should try to repay, in kind, what another person has provided us.
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Robert B. Cialdini |
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Social scientists have determined that we accept inner responsibility for a behavior when we think we have chosen to perform it in the absence of strong outside pressures. A large reward is one such external pressure. It may get us to perform a certain action, but it won't get us to accept inner responsibility for the act. Consequently, we won't feel committed to it. The same is true of a strong threat; it may motivate immediate compliance,..
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Robert B. Cialdini |
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revolutionaries are more likely to be those who have been given at least some taste of a better life.
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Robert B. Cialdini |
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Pyne: I guess your long hair makes you a girl. Zappa: I guess your wooden leg makes you a table.
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Robert B. Cialdini |
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The obligation to receive reduces our ability to choose whom we wish to be indebted to and puts that power in the hands of others.
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Robert B. Cialdini |
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The drop from abundance to scarcity produced a decidedly more positive reaction to the cookies than did constant scarcity.
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Robert B. Cialdini |
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In this case, because we know that the things that are difficult to possess are typically better than those that are easy to possess, we can often use an item's availability to help us quickly and correctly decide on its quality.
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Robert B. Cialdini |
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ede587d
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once we realize that obedience to authority is mostly rewarding, it is easy to allow ourselves the convenience of automatic obedience.
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Robert B. Cialdini |
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Knowing what I now know, if I could go back in time, would I make the same choice?
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Robert B. Cialdini |
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READER'S REPORT From the Parent of a College Coed Dear Mother and Dad: Since I left for college I have been remiss in writing and I am sorry for my thoughtlessness in not having written before. I will bring you up to date now, but before you read on, please sit down. You are not to read any further unless you are sitting down, okay? Well, then, I am getting along pretty well now. The skull fracture and the concussion I got when I jumped out..
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Robert B. Cialdini |
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The patrolman's account provides certain insights into the way we respond to social proof. First, we seem to assume that if a lot of people are doing the same thing, they must know something we don't. Especially when we are uncertain, we are willing to place an enormous amount of trust in the collective knowledge of the crowd. Second, quite frequently the crowd is mistaken because they are not acting on the basis of any superior information..
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Robert B. Cialdini |
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Just as amino acids can be called the building blocks of life, associations can be called the building blocks of thought.49 In
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Robert B. Cialdini |
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The principle of social proof says so: The greater the number of people who find any idea correct, the more the idea will be correct.
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Robert B. Cialdini |
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In general, here is how it works: The teacher stands in front of the class and asks a question. Six to ten children strain in their seats and wave their hands in the teacher's face, eager to be called on and show how smart they are. Several others sit quietly with eyes averted, trying to become invisible, When the teacher calls on one child, you see looks of disappointment and dismay on the faces of the eager students, who missed a chance t..
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Robert B. Cialdini |
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Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment. Those pressures will cause us to respond in ways that justify our earlier decision.
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Robert B. Cialdini |
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The second important thing to understand is that we, too, have our preprogrammed tapes; and, although they usually work to our advantage, the trigger features that activate them can be used to dupe us into playing them at the wrong times.
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Robert B. Cialdini |
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stubborn consistency allows us a very appealing luxury: We don't have to think hard about the issues anymore.
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Robert B. Cialdini |
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Without question, when people are uncertain, they are more likely to use others' actions to decide how they themselves should act.
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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.
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Robert B. Cialdini |
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The rule says that favors are to be met with favors; it does not require that tricks be met with favors. A
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Robert B. Cialdini |
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When the newspaper detailed the suicide of a young person, it was young drivers who then piled their cars into trees, poles, and embankments with fatal results; but when the news story concerned an older person's suicide, older drivers died in such crashes. l advised, then, to take special care in our travels at these times.
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Robert B. Cialdini |
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In large measure, we are with respect to any choice is we are, attentionally, in the moment before the choice.
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choice
who
where
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Robert B. Cialdini |
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patsy. For as long as I can recall, I've been an easy mark
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Robert B. Cialdini |
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the world abounds with cults populated by dependent people who are led by a charismatic figure.
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Robert B. Cialdini |
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One final tip before you get started: Set a goal and write it down. Whatever the goal, the important thing is that you set it, so you've got something for which to aim--and that you write it down. There is something magical about writing things down. So set a goal and write it down. When you reach that goal, set another and write that down. You'll be off and running.34
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Robert B. Cialdini |
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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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subjects became fonder of the people and things they experienced while they were eating.
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Robert B. Cialdini |
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when we are uncertain, we are willing to place an enormous amount of trust in the collective knowledge of the crowd.
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Robert B. Cialdini |
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frequently the crowd is mistaken because they are not acting on the basis of any superior information but are reacting, themselves, to the principle of social proof.
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Robert B. Cialdini |
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automatic-pilot device, like social proof, should never be trusted fully;
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Robert B. Cialdini |
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So by my lights, the number one rule for salespeople is to show customers that you genuinely like them. There's a wise adage that fits this logic well: people don't care how much you know until they know how much you care.
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Robert B. Cialdini |
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The way to love anything is to realize that it might be lost. --G. K. CHESTERTON T
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Robert B. Cialdini |
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The time to react protectively is when we feel ourselves liking the practitioner more than we should under the circumstances.
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Robert B. Cialdini |
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The aim is to get someone to want to buy quickly, without thinking too much about it.
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Robert B. Cialdini |
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More and more frequently, we will find ourselves in the position of the lower animals--with a mental apparatus that is unequipped to deal thoroughly with the intricacy and richness of the outside environment. Unlike the animals, whose cognitive powers have always been relatively deficient, we have created our own deficiency by constructing a radically more complex world. But the consequence of our new deficiency is the same as that of the a..
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Robert B. Cialdini |
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Freedoms once granted will not be relinquished without a fight. The
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Robert B. Cialdini |
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Dear Mother and Dad: Since I left for college I have been remiss in writing and I am sorry for my thoughtlessness in not having written before. I will bring you up to date now, but before you read on, please sit down. You are not to read any further unless you are sitting down, okay? Well, then, I am getting along pretty well now. The skull fracture and the concussion I got when I jumped out the window of my dormitory when it caught on fire..
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Robert B. Cialdini |
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No psychic powers; I just happen to know how several of the big toy companies jack up their January and February sales. They start prior to Christmas with attractive TV ads for certain special toys. The kids, naturally, want what they see and extract Christmas promises for these items from their parents. Now here's where the genius of the companies' plan comes in: They undersupply the stores with the toys they've gotten the parents to promi..
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Robert B. Cialdini |
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The researchers thought that recipients of precise offers are much more likely to believe that the person making that offer has invested time and effort preparing for the negotiation and therefore has very good reasons to support the precise offer they are making.
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Robert B. Cialdini |
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bda314c
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Our best evidence of what people truly feel and believe comes less from their words than from their deeds. Observers trying to decide what a man is like look closely at his actions.
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Robert B. Cialdini |