Quotes from Robert B. Cialdini

stubborn consistency allows us a very appealing luxury: We don't have to think hard about the issues anymore.

once a person's self-image is altered, all sorts of subtle advantages become available to someone who wants to exploit that new image.

The press may not be successful most of the time in telling people what to think, but it is stunningly successful in telling them what to think about.

the automatic, fixed-action patterns of these animals work very well the great majority of the time. For example, because only healthy, normal turkey chicks make the peculiar sound of baby turkeys, it makes sense for mother turkeys to respond maternally to that single "cheep-cheep" noise.

The rule says that favors are to be met with favors; it does not require that tricks be met with favors. A

WHO WE ARE IS WHERE WE ARE Whenever

One final tip before you get started: Set a goal and write it down. Whatever the goal, the important thing is that you set it, so you've got something for which to aim—and that you write it down. There is something magical about writing things down. So set a goal and write it down. When you reach that goal, set another and write that down. You'll be off and running.34

But the rule for reciprocation, which states that those who give first are entitled to receive in return,

Lastly, these findings tell me that the answer to the question of whether, as a group, MDs are primarily patient-serving or self-serving is . . . yes. They are each, depending on their attentional focus at the time.

The messenger is the message." Of

Consider the results of a study conducted at Northwestern University. Researchers gave online participants information about a pair of sofas we'll call the Dream and the Titan. The two, manufactured by different furniture companies, were comparable in all respects except for their cushions. The Dream's cushions were softer and more comfortable than the Titan's but less durable. In

when we are uncertain, we are willing to place an enormous amount of trust in the collective knowledge of the crowd.

The way to love anything is to realize that it might be lost. —G. K. CHESTERTON T

Bad social proof in this situation. Temporarily disconnect automatic pilot.

Las empresas mejoran la probabilidad de que una persona se presente a una reunión o a un acto si, al convocarlo por teléfono, en lugar de decirle al final de la llamada: «Le apuntamos en la lista de asistentes. ¡Gracias!», utilizan la siguiente frase: «Le apuntamos en la lista de asistentes, ¿de acuerdo?

un programa popular de televisión— hace algo más que exponer al público a los mensajes publicitarios que lo acompañan, sino que también predisponen a esa audiencia, pre-suasivamente, a determinados tipos de mensajes comerciales.

Cuando tienes miedo no puedes pensar con claridad

But it comes down to this: in deciding whether a possibility is correct, people typically look for hits rather than misses;

un comunicador que alude pronto a alguna debilidad es visto enseguida como alguien sincero.

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 helpful natures—the researchers pounced, requesting help with their survey. Now 77.3 percent volunteered.

You use your cuts to get people to swing attention to the parts of your message you really want them to focus on.

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.

Compared to the customers who got only the standard sales appeal, those who were also told about the future scarcity of beef bought more than twice as much.

It states that one means we use to determine what is correct is to find out what other people think is correct.