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 cap...
Žádný vůdce nemůže doufat, že se mu podaří, důsledně a bez pomoci dalších osob, přesvědčit všechny členy skupiny. Silný vůdce ovšem může rozumně předpokládat, že přesvědčí určitý rozsáhlejší počet čle...
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 l...
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...
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.
But the rule for reciprocation, which states that those who give first are entitled to receive in return,
The way to love anything is to realize that it might be lost. —G. K. CHESTERTON T
People don’t care how much you know until they know how much you care.79
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 Har...
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.
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...
Our typical reaction to scarcity hinders our ability to think.
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...
What we present first changes the way people experience what we present to them next.
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...
Psychologists have long understood the power of the consistency principle to direct human action.
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...
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...
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...
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...
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