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...
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.
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...
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 chil...
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...
Psychologists have long understood the power of the consistency principle to direct human action.
Every day in every way, I’m getting busier. —ROBERT CIALDINI B
People don’t care how much you know until they know how much you care.79
Numerosas investigaciones demuestran que reducir la distancia ante un objeto hace que parezca que este merece más la pena.
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.
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 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 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...
The way to love anything is to realize that it might be lost. —G. K. CHESTERTON
The time to react protectively is when we feel ourselves liking the practitioner more than we should under the circumstances.
The rule says that we should try to repay, in kind, what another person has provided us.
The patrolman’s account provides certain insights into the way we respond to social proof. First, we seem to assume that if a lot of people are doing the same thing, they must know something we don’t....
The obligation to receive reduces our ability to choose whom we wish to be indebted to and puts that power in the hands of others.
The joy is not in experiencing a scarce commodity but in possessing it.