Quotes from Robert B. Cialdini

Parte de su fenomenal éxito se debía a su infatigable capacidad de trabajo y compromiso, pero no todo. Según los cronistas de aquel triunfo, Feldman nunca presionaba para lograr una venta a los potenciales clientes que se mostraban reticentes. En lugar de ello, introducía un toque sutil (y astuto) en su discurso que los guiaba con suavidad hacia esa decisión.

Así pues, solemos seguir la corriente de aquellas personas de nuestro entorno a las que nos parecemos.

There is an obligation to give, an obligation to receive, and an obligation to repay.

Actually he wrote, "A foolish consistency is the hobgoblin of little minds." For some obscure reason, a central distinction had been lost as the years eroded the accurate version of his statement to mean something entirely different and, upon close inspection, entirely silly.44

our attitude toward something has been influenced by the number of times we have been exposed to it in the past.

Consistency is the hobgoblin of little minds.

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.

Freedoms once granted will not be relinquished without a fight. The

principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do.

subjects became fonder of the people and things they experienced while they were eating.

Exodus 23:8–"And thou shalt take no gift; for a gift blindeth them that have sight and perverteth the words of the righteous.

Advertisers love to inform us when a product is the "fastest-growing" or "largest-selling" because they don't have to convince us directly that the product is good, they need only say that many others think so, which seems proof enough. The

they described how they were able to draw website visitors' attention to the goal of comfort merely by placing fluffy clouds on the background wallpaper of the site's

automatic-pilot device, like social proof, should never be trusted fully;

Nothing in life is as important as you think it is while you are thinking about it."2

Aunque para la mayoría de nosotros esta posibilidad parece remota, puede ser más real de lo que creemos. La idea de que no se puede persuadir a ninguna persona inocente a confesar un crimen, en especial uno de gravedad, es errónea. Y, de hecho, ocurre con una frecuencia perturbadora.

That is, the car salespeople I observed threw the low-ball by proposing sweet deals, getting favorable decisions as a result, and then taking away the sweet part of the offers.

Cuando la gente actúa al unísono, no solo se ven a sí mismos como más parecidos, sino que después se evalúan unos a otros más positivamente.

los investigadores que estudian esta tendencia general a valorar más aquellas entidades ligadas al propio yo (denominada «egoísmo implícito») han averiguado que los sujetos prefieren no solo a las personas, sino también los productos comerciales (galletas, chocolates, tés) cuyos nombres comparten letras con los suyos.

The time to react protectively is when we feel ourselves liking the practitioner more than we should under the circumstances.

Existe algún mecanismo aplicable en toda clase de contextos del que puedan echar mano las entidades para provocar este tipo de comportamientos sincronizados y condicionar así a los distintos integrantes del grupo hacia los objetivos grupales? Pues sí. Se trata de la música.

El riesgo por temor resulta ser de verdad peligroso y ciertamente temible.

According to the theory, whenever free choice is limited or threatened, the need to retain our freedoms makes us desire them (as well as the goods and services associated with them) significantly more than previously.

The main work of a trial attorney is to make a jury like his client. —CLARENCE DARROW