Every day in every way, I’m getting busier. —ROBERT CIALDINI
Do you consider yourself a helpful person? Following brief reflection, nearly everyone answered yes. In that privileged moment—after subjects had confirmed privately and affirmed publicly their helpfu...
Civilization advances by extending the number of operations we can perform without thinking about them. –Alfred North Whitehead
All the weapons of influence discussed in this book work better under some conditions than under others. If we are to defend ourselves adequately against any such weapon, it is vital that we know its...
You’re much more persistent when you’re confident in your abilities.
The guiding factor in a decision is often not the one that counsels most wisely; it’s one that has recently been brought to mind.
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.
Such cases it is vital to remember that scarce things do not taste or feel or sound or ride or work any better because of their limited availability.
Stubborn consistency allows us a very appealing luxury: We don’t have to think hard about the issues anymore.
People seem to be more motivated by the thought of losing something than by the thought of gaining something of equal value.
In deciding whether a possibility is correct, people typically look for hits rather than misses; for confirmations of the idea rather than for disconfirmations.
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
When it comes to freedoms, it is more dangerous to have given for a while than never to have given at all.
We will use the actions of others to decide on proper behavior for ourselves, especially when we view those others as similar to ourselves.
We like people who are similar to us. This fact seems to hold true whether the similarity is in the area of opinions, personality traits, background, or life-style.
Those scientists in France Worried about raising the chance A guitar would prompt Oui To a stranger’s startling plea Need not have been so troubled, Phone numbers more than doubled.
There's a critical insight in all this for those of us who want to learn to be more influential. The best persuaders become the best through pre-suasion - the process of arranging for recipients to be...
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 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...
The house I got them spotted for looks really great after they’ve first looked at a couple of dumps.