Quotes from Robert B. Cialdini

deberíamos estarlo. La regla de la reciprocidad rige muchas situaciones de naturaleza puramente interpersonal que no implican un intercambio de dinero ni comercial. Un ejemplo ilustrativo de esto es

No es de extrañar que el influyente antropólogo francés Marcel Mauss, cuando describe las presiones sociales que surgen en torno a los ofrecimientos de regalos, dice que hay una obligación de dar, una obligación de recibir y una obligación de corresponder.

quite frequently the crowd is mistaken because they are not acting on the basis of any superior information but are reacting, themselves, to the principle of social proof.

la luz de este coste, no resulta tan desconcertante que, en nombre de la reciprocidad, devolvamos a menudo más de lo que hemos recibido. Ni tampoco es tan extraño que, con frecuencia, evitemos pedir un favor que necesitamos si no estamos en condiciones de devolverlo. Sencillamente, el coste psicológico puede pesar más que la pérdida material.

There are certain disturbing things we simply would rather not realize. Because it is a preprogrammed and mindless method of responding, automatic consistency can supply a safe hiding place from those troubling realizations. Sealed within the fortress walls of rigid consistency, we can be impervious to the sieges of reason.

La fiabilidad. Si solo pudiéramos elegir una cualidad de la que dotar a la gente con la que interactuamos, esa sería la de la fiabilidad.

as Sir Joshua Reynolds noted, "There is no expedient to which a man will not resort to avoid the real labor of thinking.

pluralistic ignorance "in which each person decides that since nobody is concerned, nothing is wrong. Meanwhile, the danger may be mounting to the point where a single individual, uninfluenced by the seeming calm of others, would react.

Civilization advances by extending the number of operations we can perform without thinking about them. —Alfred North Whitehead

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.

And once you've got a man's self-image where you want it, he should comply naturally with a whole range of your requests that are consistent with this view of himself.

As the stimuli saturating our lives continue to grow more intricate and variable, we will have to depend increasingly on our shortcuts to handle them all.

A well-known 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.

The joy is not in experiencing a scarce commodity but in possessing it.

Obviously, horse-race bettors are not alone in their willingness to believe in the correctness of a difficult choice, once made.

There are good reasons for the superiority of if/when-then plans: the specific sequencing of elements within the plans can help us defeat the traditional enemies of goal achievement. The "if/when-then" wording is designed to put us on high alert for a particular time or circumstance when a productive action could be performed. We become prepared, first, to notice the favorable time or circumstance and, second, to associate it automatically and directly with desired conduct.

Do not seek dishonest gains; dishonest

Àqueles a quem muito se dá, muito se exige.

Desde que publiquei a primeira edição de O poder da persuasão, aconteceram algumas coisas que merecem

La decisión de acceder a la petición de otro está frecuentemente influida por la regla de la reciprocidad. Una táctica muy provechosa y habitual de ciertos profesionales de la persuasión consiste en dar algo antes de pedir un favor a cambio.

ethology—the study of animals in their natural settings.

Excuse me, I have five pages. May I use the Xerox machine because I'm in a rush? The effectiveness of this request-plus-reason was nearly total: Ninety-four percent of those asked let her skip ahead of them in line.

It seems that it was not the whole series of words, but the first one, "because," that made the difference.

Simplicity is the ultimate sophistication. —Leonardo da Vinci