Quotes About Communication

The messenger is the message." Of

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.

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

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

The principles—consistency, reciprocation, social proof, authority, liking, and scarcity

The researchers thought that recipients of precise offers are much more likely to believe that the person making that offer has invested time and effort preparing for the negotiation and therefore has very good reasons to support the precise offer they are making.

Anything too stupid to be spoken," he asserted, "is sung.

The differential phrasing might seem minor, but it is critical to achieving the company's unitization goal. Providing advice puts a person in a merging state of mind, which stimulates a linking of one's own identity with another party's.

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.

Robert B. Cialdini

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.

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

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

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

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.

when we ask someone to do us a favor, we will be more successful if we provide a reason.

request-plus-reason

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.

Since I left for college I have been remiss in writing and I am sorry for my thoughtlessness in not having written before. I will bring you up to

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