A communicator who references a weakness early on is immediately seen as more honest
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.
WHO WE ARE IS WHERE WE ARE Whenever
They behave in accordance with what the contrast principle would suggest: Sell the suit first, because when it comes time to look at sweaters, even expensive ones, their prices will not seem as high i...
There is no expedient to which a man will not resort to avoid the real labor of thinking.
The way to love anything is to realize that it might be lost. —G. K. CHESTERTON
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 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 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 rule says that favors are to be met with favors; it does not require that tricks be met with favors. A
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.
The first, a quote from Voltaire, is contemptuous: Anything too stupid to be spoken, he asserted, is sung. The second, an adage from the advertising profession, is tactical: If you can’t make your cas...
The feeling of being in competition for scarce resources has powerfully motivating properties.
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
READER’S REPORT From the Parent of a College Coed Dear Mother and Dad: Since I left for college I have been remiss in writing and I am sorry for my thoughtlessness in not having written before. I will...
People rarely make decisions in a vacuum; in other words, our choices are almost always influenced by context,
Our best evidence of what people truly feel and believe comes less from their words than from their deeds. Observers trying to decide what a man is like look closely at his actions.
Often we don’t realize that our attitude toward something has been influenced by the number of times we have been exposed to it in the past.