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People rarely make decisions in a vacuum; in other words, our choices are almost always influenced by context,
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Robert B. Cialdini |
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This parallel form of human automatic action is aptly demonstrated in an experiment by Harvard social psychologist Ellen Langer. 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. Langer demonstrated this unsurprising fact by asking a small favor of people waiting in line to use a library copying machi..
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Robert B. Cialdini |
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through centuries of experience, the female hunters have located a weakness in their prey--a special blinking courtship code by which members of the victims' species tell one another they are ready to mate. Somehow, the Photuris female has cracked the Photinus courtship code. By mimicking the flashing mating signals of her prey, the murderess is able to feast on the bodies of males whose triggered courtship tapes cause them to fly mechanica..
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Robert B. Cialdini |
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You use your cuts to get people to swing attention to the parts of your message you really want them to focus on.
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Robert B. Cialdini |
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The joy is not in experiencing a scarce commodity but in possessing it.
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Robert B. Cialdini |
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there's a telling answer to the question of what Albert Einstein claimed was so remarkable it could be labeled as both "the most beautiful thing we can experience" and "the source of all true science and art." His contention: the mysterious."
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Robert B. Cialdini |
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Price alone had become a trigger feature for quality; and a dramatic increase in price alone had led to a dramatic increase in sales among the quality-hungry buyers. Click, whirr!
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Robert B. Cialdini |
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In Korea, the product was a brand of Chinese communism; in the United States, it might be a brand of cuticle remover. The
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Robert B. Cialdini |
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Every day in every way, I'm getting busier. --ROBERT CIALDINI B
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Robert B. Cialdini |
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In the realm of self-correction mechanisms, then, we can find another source of validation for a core tenet of pre-suasion: immediate, large-scale adjustments begin frequently with practices that do little more than redirect attention.69
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Robert B. Cialdini |
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extensive analysis requires more time, energy, and motivation. As a consequence, its impact on our decisions is limited by the rigor it requires. If we don't have the wherewithal (time, capacity, will) to think hard about a choice, we're unlikely to deliberate deeply.
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Robert B. Cialdini |
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Consistency is the hobgoblin of little minds." Or, at least, so goes a frequently heard quotation attributed to Ralph Waldo Emerson."
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Robert B. Cialdini |
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we are trained from childhood to chafe, emotionally, under the saddle of obligation.
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Robert B. Cialdini |
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There is an obligation to give, an obligation to receive, and an obligation to repay.
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Robert B. Cialdini |
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Consistency is the hobgoblin of little minds.
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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." With"
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Robert B. Cialdini |
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Where all think alike, no one thinks very much. --WALTER LIPPMANN I
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Robert B. Cialdini |
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Bad social proof in this situation. Temporarily disconnect automatic pilot.
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Robert B. Cialdini |
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quite 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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Deep inside is a sense of low personal worth that directs them to seek prestige not from the generation or promotion of their own attainments, but from the generation or promotion of their associations with others of attainment.
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Robert B. Cialdini |
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After being exposed to the price of the large item, the price of the less expensive one appears smaller by comparison. In the same way, the larger-then-smaller-request procedure makes use of the contrast principle by making the smaller request look even smaller by comparison with the larger one. If I want you to lend me five dollars, I can make it seem like a smaller request by first asking you to lend me ten dollars. One of the beauties of..
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Robert B. Cialdini |
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Do you consider yourself a helpful person?" Following brief reflection, nearly everyone answered yes. In that privileged moment--after subjects had confirmed privately and affirmed publicly their helpful natures--the researchers pounced, requesting help with their survey. Now 77.3 percent volunteered."
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Robert B. Cialdini |
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in deciding whether a possibility is correct, people typically look for hits rather than misses; for confirmations of the idea rather than for disconfirmations.
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Robert B. Cialdini |
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such cases it is vital to remember that scarce things do not taste or feel or sound or ride or work any better because of their limited availability.
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Robert B. Cialdini |
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Compared to the customers who got only the standard sales appeal, those who were also told about the future scarcity of beef bought more than twice as much.
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Robert B. Cialdini |
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To discover why canned laughter is so effective, we first need to understand the nature of yet another potent weapon of influence: the principle of social proof. It states that one means we use to determine what is correct is to find out what other people think is correct. The principle applies especially to the way we decide what constitutes correct behavior. We view a behavior as more correct in a given situation to the degree that we see..
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Robert B. Cialdini |
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Responsibility. Those subjects facing the opponent who used the retreating strategy felt most responsible for the final deal.
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Robert B. Cialdini |
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All the weapons of influence discussed in this book work better under some conditions than under others. If we are to defend ourselves adequately against any such weapon, it is vital that we know its optimal operating conditions in order to recognize when we are most vulnerable to its influence.
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Robert B. Cialdini |
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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
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Robert B. Cialdini |
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the guiding factor in a decision is often not the one that counsels most wisely; it's one that has recently been brought to mind.
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Robert B. Cialdini |
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After all, the reciprocity rule asserts that if justice is to be done, exploitation attempts should be exploited. READER
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Robert B. Cialdini |
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Every day in every way, I'm getting busier. --ROBERT CIALDINI
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Robert B. Cialdini |
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Therefore, when children of different racial groups are thrown into the incessant, harsh competition of the standard American classroom, we ought to--and do--see hostilities worsen.
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Robert B. Cialdini |
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Take, for example, the strange case of the "rectal earache" reported by Cohen and Davis. A physician ordered ear drops to be administered to the right ear of a patient suffering pain and infection there. Instead of writing out completely the location "Right ear" on the prescription, the doctor abbreviated it so that the instructions read "place in R ear." Upon receiving the prescription, the duty nurse promptly put the required number of ea..
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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."2"
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Robert B. Cialdini |
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in an early study nursery-school-age children chosen because they were terrified of dogs merely watched a little boy playing happily with a dog for twenty minutes a day. This exhibition produced such marked changes in the reactions of the fearful children that after only four days, 67 percent of them were willing to climb into a playpen with a dog and remain confined there, petting and scratching it while everyone else left the room. Moreov..
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Robert B. Cialdini |
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tactic can be particularly successful when the audience is already aware of the weakness; thus, when a communicator mentions it, little additional damage is done, as no new information is added--except, crucially, that the communicator is an honest individual. Another enhancement occurs when the speaker uses a transitional word--such as however, or but, or yet--that channels the listeners' attention away from the weakness and onto a counter..
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Robert B. Cialdini |
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A job candidate might say, "I am not experienced in this field, but I am a very fast learner." An information systems salesperson might state, "Our set-up costs are not the lowest; however, you'll recoup them quickly due to our superior efficiencies."
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Robert B. Cialdini |
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There are certain disturbing things we simply would rather not realize. Because it is a preprogrammed and mindless method of responding, automatic consistency can supply a safe hiding place from those troubling realizations. Sealed within the fortress walls of rigid consistency, we can be impervious to the sieges of reason.
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Robert B. Cialdini |
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There's an implication for influence: persuaders would be wise to match the System 1 versus 2 orientation of any appeal to the corresponding orientation of the recipient. Thus, if you are considering a car purchase primarily from the standpoint of its emotionally relevant features (attractive looks and exhilarating acceleration), a salesperson would be well advised to convince you by using feelings-related arguments.
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Robert B. Cialdini |
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The first, a quote from Voltaire, is contemptuous: "Anything too stupid to be spoken," he asserted, "is sung." The second, an adage from the advertising profession, is tactical: "If you can't make your case to an audience with facts, sing it to them."
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Robert B. Cialdini |
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a communicator who references a weakness early on is immediately seen as more honest
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Robert B. Cialdini |
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Those scientists in France Worried about raising the chance A guitar would prompt "Oui" To a stranger's startling plea Need not have been so troubled, Phone numbers more than doubled."
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Robert B. Cialdini |
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If we want them to buy a box of expensive chocolates, we can first arrange for them to write down a number that's much larger than the price of the chocolates. If we want them to choose a bottle of French wine, we can expose them to French background music before they decide. If we want them to agree to try an untested product, we can first inquire whether they consider themselves adventurous. If we want to convince them to select a highly ..
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Robert B. Cialdini |