Social scientists have determined that we accept inner responsibility for a behavior when we think we have chosen to perform it in the absence of strong outside pressures. A
The feeling of being in competition for scarce resources has powerfully motivating properties.
The rule says that favors are to be met with favors; it does not require that tricks be met with favors. A
The second important thing to understand is that we, too, have our preprogrammed tapes; and, although they usually work to our advantage, the trigger features that activate them can be used to dupe us...
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...
The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of reciprocal concessions that will yield a desirable final offer from the opponent, yet is...
The way to love anything is to realize that it might be lost. —G. K. CHESTERTON
There is no expedient to which a man will not resort to avoid the real labor of thinking.
WHO WE ARE IS WHERE WE ARE Whenever
We will use the actions of others to decide on proper behavior for ourselves, especially when we view those others as similar to ourselves.
When it comes to freedoms, it is more dangerous to have given for a while than never to have given at all.
Where all think alike, no one thinks very much. —WALTER LIPPMANN
A communicator who references a weakness early on is immediately seen as more honest
Audiences have been successfully manipulated by those who use social evidence, even when that evidence has been openly falsified.
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.
Good-looking people are aware that other people’s positive evaluations of them are not based on their actual traits and abilities but are often caused by an attractiveness halo
In deciding whether a possibility is correct, people typically look for hits rather than misses; for confirmations of the idea rather than for disconfirmations.
Once we realize that obedience to authority is mostly rewarding, it is easy to allow ourselves the convenience of automatic obedience.
People seem to be more motivated by the thought of losing something than by the thought of gaining something of equal value.
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.
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