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...
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...
But the rule for reciprocation, which states that those who give first are entitled to receive in return,
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...
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.
Knowing what I now know, if I could go back in time, would I make the same choice?
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...
Our typical reaction to scarcity hinders our ability to think.
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...
What we present first changes the way people experience what we present to them next.
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...
The way to love anything is to realize that it might be lost. —G. K. CHESTERTON T
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...
Psychologists have long understood the power of the consistency principle to direct human action.
Consistency is the hobgoblin of little minds.
Be as precise as possible about your need for aid.
People don’t care how much you know until they know how much you care.79
You use your cuts to get people to swing attention to the parts of your message you really want them to focus on.
There is an obligation to give, an obligation to receive, and an obligation to repay.