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The powerful influence of filmed examples in changing the behavior of children can be used as therapy for various problems. Some striking evidence is available in the research of psychologist Robert O'Connor on socially withdrawn preschool children. We have all seen children of this sort, terribly shy, standing alone at the fringes of the games and groupings of their peers. O'Connor worried that a long-term pattern of isolation was forming,..
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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
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Robert B. Cialdini |
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199cdfe
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When it comes to freedoms, it is more dangerous to have given for a while than never to have given at all.
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Robert B. Cialdini |
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f94654e
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Our ability to create change in others is often and importantly grounded in shared personal relationships, which create a pre-suasive context for assent. It's a poor trade-off, then, for social influence when we allow present-day forces of separation--distancing societal changes, insulating modern technologies--to take a shared sense of human connection out of our exchanges. The relation gets removed, leaving just the ships, passing at sea...
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Robert B. Cialdini |
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9262bc1
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the automatic, fixed-action patterns of these animals work very well the great majority of the time. For example, because only healthy, normal turkey chicks make the peculiar sound of baby turkeys, it makes sense for mother turkeys to respond maternally to that single "cheep-cheep" noise."
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Robert B. Cialdini |
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Every day in every way, I'm getting better. --EMILE COUE
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Robert B. Cialdini |
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Actually he wrote, "A foolish consistency is the hobgoblin of little minds." For some obscure reason, a central distinction had been lost as the years eroded the accurate version of his statement to mean something entirely different and, upon close inspection, entirely silly.44"
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Robert B. Cialdini |
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7c0c9d0
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the correctness of an action was not adjudged 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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801ee1d
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Consider the results of a study conducted at Northwestern University. Researchers gave online participants information about a pair of sofas we'll call the Dream and the Titan. The two, manufactured by different furniture companies, were comparable in all respects except for their cushions. The Dream's cushions were softer and more comfortable than the Titan's but less durable. In
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Robert B. Cialdini |
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The lesson applies as well to the politics of family as country. The parent who grants privileges or enforces rules erratically invites rebelliousness by unwittingly establishing freedoms for the child. The parent who only sometimes prohibits between-meal sweets may create for the child the freedom to have such snacks. At that point, enforcing the rule becomes a much more difficult and explosive matter because the child is no longer merely ..
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Robert B. Cialdini |
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5f394bb
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Exodus 23:8-"And thou shalt take no gift; for a gift blindeth them that have sight and perverteth the words of the righteous."
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Robert B. Cialdini |
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aedc4d2
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Advertisers love to inform us when a product is the "fastest-growing" or "largest-selling" because they don't have to convince us directly that the product is good, they need only say that many others think so, which seems proof enough. The"
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Robert B. Cialdini |
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0357f49
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The tendency to want what has been banned and therefore to presume that it is more worthwhile is not limited to such commodities as laundry soap. In fact, the tendency is not limited to commodities at all but extends to restrictions on information. In an age when the ability to acquire, store, and manage information is becoming increasingly the determinant of wealth and power, it is important to understand how we typically react to attempts..
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Robert B. Cialdini |
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44bc284
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But it comes down to this: in deciding whether a possibility is correct, people typically look for hits rather than misses;
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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. -Alfred North Whitehead
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Robert B. Cialdini |
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They behave in accordance with what the contrast principle would suggest: Sell the suit first, because when it comes time to look at sweaters, even expensive ones, their prices will not seem as high in comparison.
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Robert B. Cialdini |
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1c7e460
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The house I got them spotted for looks really great after they've first looked at a couple of dumps.
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Robert B. Cialdini |
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Psychologists have long understood the power of the consistency principle to direct human action.
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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.
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Robert B. Cialdini |
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9021de1
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the main purpose of speech is to direct listeners' attention to a selected sector of reality. Once that is accomplished, the listeners' existing associations to the now-spotlighted sector will take over to determine the reaction. For
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Robert B. Cialdini |
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What we present first changes the way people experience what we present to them next.
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Robert B. Cialdini |
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He who wants to persuade should put his trust not in the right argument, but in the right word. --
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Robert B. Cialdini |
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it will be when prestige (both public and private) is low that we will be intent upon using the successes of associated others to help restore image.
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Robert B. Cialdini |
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The renowned British philosopher Alfred North Whitehead recognized this inescapable quality of modern life when he asserted that "civilization advances by extending the number of operations we can perform without thinking about them." Take, for example, the "advance" offered to civilization by the discount coupon, which allows consumers to assume that they will receive a reduced purchase price by presenting the coupon."
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Robert B. Cialdini |
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ae935b4
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Therefore, it is possible to attach this pleasant feeling, this positive attitude, to anything (political statements being only an example) that is closely associated with good food.
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Robert B. Cialdini |
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6b972f6
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Zadny vudce nemuze doufat, ze se mu podari, dusledne a bez pomoci dalsich osob, presvedcit vsechny cleny skupiny. Silny vudce ovsem muze rozumne predpokladat, ze presvedci urcity rozsahlejsi pocet clenu skupiny. Pak uz pouha informace, ze podstatna cast clenu skupiny byla presvedcena, muze sama o sobe presvedcit zbytek. Proto byvaji nejvlivnejsimi vudci ti, kdo vedi, jak zaridit, aby podminky ve skupine umoznily, ze princip socialniho schva..
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Robert B. Cialdini |
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7a41ca5
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Jsou to lide, kteri maji skrytou vadu osobnosti - nizke sebepojeti. Hluboko uvnitr je pocit, ze jejich osoba ma malou cenu, a to je nuti vyhledavat prestiz ne prostrednictvim vytvareni nebo vylepsovani vlastnich vysledku, ale skrze vytvareni ci vylepsovani asociaci s vysledky druhych. V nasi kulture se dari nekolika variantam tohoto druhu. Klasickym prikladem jsou ti, kdo se vytrvale ohaneji slavnymi jmeny. Dalsi predstavuji fanynky rockovy..
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Robert B. Cialdini |
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ac7c5ef
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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.
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Robert B. Cialdini |
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As the stimuli saturating our lives continue to grow more intricate and variable, we will have to depend increasingly on our shortcuts to handle them all.
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Robert B. Cialdini |
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Now, during the tourist season, she first tries to speed the sale of an item that has been difficult to move by increasing its price substantially.
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Robert B. Cialdini |
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During the Korean War, many captured American soldiers found themselves in prisoner-of-war (POW) camps run by the Chinese Communists. It became clear early in the conflict that the Chinese treated captives quite differently than did their allies, the North Koreans, who favored savagery and harsh punishment to gain compliance. Specifically avoiding the appearance of brutality, the Red Chinese engaged in what they termed their "lenient policy..
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Robert B. Cialdini |
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c2ffeb7
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Notice that all of the foot-in-the-door experts seem to be excited about the same thing: You can use small commitments to manipulate a person's self-image; you can use them to turn citizens into "public servants," prospects into "customers," prisoners into "collaborators." And once you've got a man's self-image where you want it, he should comply naturally with a whole range of your requests that are consistent with this view of himself."
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Robert B. Cialdini |
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6282767
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It states that one means we use to determine what is correct is to find out what other people think is correct.
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Robert B. Cialdini |
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9250cc2
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Do not seek dishonest gains; dishonest
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Robert B. Cialdini |
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to make it climb, make it rhyme. Within
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Robert B. Cialdini |
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Anything too stupid to be spoken," he asserted, "is sung."
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Robert B. Cialdini |
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Little wonder, then, that the influential French anthropologist Marcel Mauss, in describing the social pressures surrounding the gift-giving process in human culture, can state, "There is an obligation to give, an obligation to receive, and an obligation to repay."12"
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Robert B. Cialdini |
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WHO WE ARE IS WHERE WE ARE Whenever
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Robert B. Cialdini |
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13cd279
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But the rule for reciprocation, which states that those who give first are entitled to receive in return,
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Robert B. Cialdini |
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e24e184
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We have all seen children of this sort, terribly shy, standing alone at the fringes of the games and groupings of their peers. O'Connor worried that a long-term pattern of isolation was forming, even at an early age, that would create persistent difficulties in social comfort and adjustment through adulthood. In an attempt to reverse the pattern, O'Connor made a film containing eleven different scenes in a nursery-school setting. Each scene..
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Robert B. Cialdini |
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338ffda
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Lastly, these findings tell me that the answer to the question of whether, as a group, MDs are primarily patient-serving or self-serving is . . . yes. They are each, depending on their attentional focus at the time.
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Robert B. Cialdini |
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75cd2d6
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The messenger is the message." Of"
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Robert B. Cialdini |
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83bfe15
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the recipe for disharmony was quick and easy: Just separate the participants into groups and let sit for a while in their own juices.
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Robert B. Cialdini |
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484b6e5
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The noted archaeologist Richard Leakey ascribes the essence of what makes us human to the reciprocity system: "We are human because our ancestors learned to share their food and their skills in an honored network of obligation,"9"
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Robert B. Cialdini |