Just as amino acids can be called the building blocks of life, associations can be called the building blocks of thought.49 In
It is easier to resist at the beginning than at the end. —LEONARDO DA VINCI
I can live for two months, confessed Mark Twain, on a good compliment.
He who wants to persuade should put his trust not in the right argument, but in the right word. —
Freedoms once granted will not be relinquished without a fight.
Deep inside is a sense of low personal worth that directs them to seek prestige not from the generation or promotion of their own attainments, but from the generation or promotion of their association...
Civilization advances by extending the number of operations we can perform without thinking about them. –Alfred North Whitehead
As a general rule, whenever the dust settles and we find losers looking and speaking like winners (and vice versa), we should be especially wary of the conditions that kicked up the dust—in
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...
Abraham’s willingness to plunge a dagger through the heart of his young son because God, without any explanation, ordered it. We learn in this story that the correctness of an action was not judged by...
Üstüne gelinmiş, stresli, kararsız, umursamaz, aklı başka yerde veya yorulmuş olduğumuz zaman eldeki bilgilerin en azına yoğunlaşırız. Bu şartlar altında karar verirken ilkel fakat gerekli tek kanıt y...
We all fool ourselves from time to time in order to keep our thoughts and beliefs consistent with what we have already done or decided.
Those who cheat for you will cheat against you.
Tactic can be particularly successful when the audience is already aware of the weakness; thus, when a communicator mentions it, little additional damage is done, as no new information is added—except...
Persons who go through a great deal of trouble or pain to attain something tend to value it more highly than persons who attain the same thing with a minimum of effort.
Once a person’s self-image is altered, all sorts of subtle advantages become available to someone who wants to exploit that new image.
It will be when prestige (both public and private) is low that we will be intent upon using the successes of associated others to help restore image.
Where all think alike, no one thinks very much. —WALTER LIPPMANN I
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...