Quotes About Influence

a maioria delas se enquadra em seis categorias básicas, sendo cada uma delas governada por um dos princípios psicológicos fundamentais que comandam a conduta humana. Este livro está organizado em torno desses seis princípios – reciprocidade, coerência, aprovação social, afeição, autoridade e escassez.

rational approach.

Meu propósito era observar, de perto, as técnicas e estratégias mais comuns e eficazes usadas por uma grande variedade de profissionais da persuasão.

quais são os fatores que levam uma pessoa a dizer sim a outra? E que técnicas exploram melhor esses fatores? Tenho me perguntado por que um pedido feito de certa maneira tende a ser rejeitado, ao passo que um pedido do mesmo favor feito de forma ligeiramente diferente costuma obter sucesso.

No doubt this is often the case.

Notice that all of the foot-in-the-door experts seem to be excited about the same thing: You can use small commitments to manipulate a person's self-image; you can use them to turn citizens into "public servants," prospects into "customers," prisoners into "collaborators." 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.

Um princípio conhecido do comportamento humano afirma que, ao pedirmos um favor a alguém, teremos mais sucesso se fornecermos um motivo.

Recent research indicates that my advice to steer clear of social-proof evidence if it is not fully present is mistaken. Rather than relying only on evidence of existing social proof, a communicator can do at least as well by relying on evidence of future social

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. People

Sabemos por numerosos estudios que jugar a videojuegos violentos incita de manera inmediata conductas antisociales.

Little wonder, then, that the influential French anthropologist Marcel Mauss, in describing the social pressures surrounding the gift-giving process in human culture, can state, "There is an obligation to give, an obligation to receive, and an obligation to repay."12

This last phenomenon has been replicated in a pair of restaurant studies in which patrons received their bills on tip trays that either did or did not contain credit-card logos. The diners tipped significantly more in the presence of the logos, even when they paid with cash.

Existe um princípio na percepção humana, o princípio do contraste, que afeta a forma como vemos a diferença entre duas coisas quando apresentadas uma após a outra. Em suma, se o segundo item for razoavelmente diferente do primeiro, é grande a probabilidade de vê-lo como mais diferente do que de fato é.

La respuesta tiene que ver, en parte, con un principio de la comunicación que, aunque es esencial, generalmente no se tiene demasiado en cuenta: aquello que mostramos primero modifica la forma en la que la gente percibe lo que presentamos después.

numerosas investigaciones demuestran que reducir la distancia ante un objeto hace que parezca que este merece más la pena.

Those who don't know how to get people to say yes soon fall away; those who do, stay and flourish.

we may be less satisfied with the physical attractiveness of our own lovers because of the way the popular media bombard us with examples of unrealistically attractive models.

Not all commitments affect self-image, however. There are certain conditions that should be present for a commitment to be effective in this way: they should be active, public, effortful, and freely chosen.

As Samuel Butler wrote more than 300 years ago, "He who agrees against his will / Is of the same opinion still.

The key to the success of this method is that each new prospect is visited by a salesperson armed with the name of a friend "who suggested I call on you." Turning the salesperson away under those circumstances is difficult; it's almost like rejecting the friend.

Las acciones pueden abarcar desde tamborileo con los dedos en un laboratorio, sonreír en una conversación o cambiar de postura en una interacción entre profesor y alumno; todos ellos, si se realizan de forma sincronizada, hacen que las personas mejoren sus respectivas evaluaciones entre sí.

People rarely make decisions in a vacuum; in other words, our choices are almost always influenced by context,

conocido principio del comportamiento humano, cuando pedimos a alguien que nos haga un favor, tendremos más posibilidades de conseguirlo si le damos un motivo. A las personas les gusta tener motivos para hacer algo.

By words one of us can give another the greatest happiness or bring about utter despair; by words the teacher imparts his knowledge to the student; by words the orator sweeps his audience with him and determines its judgments and decisions. Words call forth emotions and are universally the means by which we influence our fellow-creatures.