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| Link | Quote | Stars | Tags | Author |
| 9f67dca | The rule says that favors are to be met with favors; it does not require that tricks be met with favors. A | Robert B. Cialdini | ||
| a7364a6 | 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. | Robert B. Cialdini | ||
| f9e8f30 | In large measure, we are with respect to any choice is we are, attentionally, in the moment before the choice. | choice where who | Robert B. Cialdini | |
| dfc310a | patsy. For as long as I can recall, I've been an easy mark | Robert B. Cialdini | ||
| 3b970f3 | the world abounds with cults populated by dependent people who are led by a charismatic figure. | Robert B. Cialdini | ||
| 93cb22b | 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 | Robert B. Cialdini | ||
| 6d51e21 | our attitude toward something has been influenced by the number of times we have been exposed to it in the past. | Robert B. Cialdini | ||
| d4ef94d | subjects became fonder of the people and things they experienced while they were eating. | Robert B. Cialdini | ||
| 12c8046 | when we are uncertain, we are willing to place an enormous amount of trust in the collective knowledge of the crowd. | Robert B. Cialdini | ||
| 01dfec5 | 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. | Robert B. Cialdini | ||
| f5c2c15 | automatic-pilot device, like social proof, should never be trusted fully; | Robert B. Cialdini | ||
| e8c6a06 | 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. | Robert B. Cialdini | ||
| 9483b98 | The way to love anything is to realize that it might be lost. --G. K. CHESTERTON T | Robert B. Cialdini | ||
| df858d3 | The time to react protectively is when we feel ourselves liking the practitioner more than we should under the circumstances. | Robert B. Cialdini | ||
| f50b9de | The aim is to get someone to want to buy quickly, without thinking too much about it. | Robert B. Cialdini | ||
| 2bf7f70 | 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.. | Robert B. Cialdini | ||
| e2344d9 | Freedoms once granted will not be relinquished without a fight. The | Robert B. Cialdini | ||
| a585798 | 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.. | Robert B. Cialdini | ||
| 04a6872 | 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.. | Robert B. Cialdini | ||
| 374d29f | 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. | Robert B. Cialdini | ||
| bda314c | 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. | Robert B. Cialdini | ||
| 77d14af | 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,.. | Robert B. Cialdini | ||
| bfa9736 | The way to love anything is to realize that it might be lost. --G. K. CHESTERTON | Robert B. Cialdini | ||
| 199cdfe | When it comes to freedoms, it is more dangerous to have given for a while than never to have given at all. | Robert B. Cialdini | ||
| f94654e | 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... | Robert B. Cialdini | ||
| 9262bc1 | 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." | Robert B. Cialdini | ||
| 68334a0 | Every day in every way, I'm getting better. --EMILE COUE | Robert B. Cialdini | ||
| 5051abd | 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" | Robert B. Cialdini | ||
| 7c0c9d0 | 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. | Robert B. Cialdini | ||
| 801ee1d | 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 | Robert B. Cialdini | ||
| 87524cc | 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 .. | Robert B. Cialdini | ||
| 5f394bb | Exodus 23:8-"And thou shalt take no gift; for a gift blindeth them that have sight and perverteth the words of the righteous." | Robert B. Cialdini | ||
| aedc4d2 | 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" | Robert B. Cialdini | ||
| 0357f49 | 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.. | Robert B. Cialdini | ||
| 44bc284 | But it comes down to this: in deciding whether a possibility is correct, people typically look for hits rather than misses; | Robert B. Cialdini | ||
| e6b6757 | Civilization advances by extending the number of operations we can perform without thinking about them. -Alfred North Whitehead | Robert B. Cialdini | ||
| b62d35f | 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. | Robert B. Cialdini | ||
| 1c7e460 | The house I got them spotted for looks really great after they've first looked at a couple of dumps. | Robert B. Cialdini | ||
| 50f819a | Psychologists have long understood the power of the consistency principle to direct human action. | Robert B. Cialdini | ||
| b65a771 | 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. | Robert B. Cialdini | ||
| 9021de1 | 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 | Robert B. Cialdini | ||
| f3c5bd3 | What we present first changes the way people experience what we present to them next. | Robert B. Cialdini | ||
| 3bf12cf | He who wants to persuade should put his trust not in the right argument, but in the right word. -- | Robert B. Cialdini | ||
| 8ee9f23 | 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. | Robert B. Cialdini |