Quotes About Behavior

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.

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.

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

ethology—the study of animals in their natural settings.

request-plus-reason

Mas quando os benefícios são mais notáveis, a duração do desejo de retribuir é prolongada.

foolish purchase decisions,

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 optimal operating conditions in order to recognize when we are most vulnerable to its 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.

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.

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.

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.

just envisioned themselves moving toward (rather than away from) a container of snack food came to like it better and were willing to pay over four times more to obtain it.16

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.

The NLP process of modeling, for example, involves making a map of a person's patterns of behavior, which may then be applied in various ways.