Quotes About Persuasion

what is more accessible in mind becomes more probable in action,

Apparently we have such an automatically positive reaction to compliments that we can fall victim to someone who uses them in an obvious attempt to win our favor.

The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of reciprocal concessions that will yield a desirable final offer from the opponent, yet is not so outlandish as to be seen as illegitimate from the start.

a communicator who references a weakness early on is immediately seen as more honest

He who wants to persuade should put his trust not in the right argument, but in the right word. —

What we present first changes the way people experience what we present to them next.

The aim is to get someone to want to buy quickly, without thinking too much about it.

Psychologists have long understood the power of the consistency principle to direct human action.

The second important thing to understand is that we, too, have our preprogrammed tapes; and, although they usually work to our advantage, the trigger features that activate them can be used to dupe us into playing them at the wrong times.

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. A

the main purpose of speech is to direct listeners' attention to a selected sector of reality. Once that is accomplished, the listeners' existing associations to the now-spotlighted sector will take over to determine the reaction. For

If a gift, favor, or service incorporates all three features of meaningfulness, unexpectedness, and customization, it can become a formidable source of change.

tactic can be particularly successful when the audience is already aware of the weakness; thus, when a communicator mentions it, little additional damage is done, as no new information is added—except, crucially, that the communicator is an honest individual. Another enhancement occurs when the speaker uses a transitional word—such as however, or but, or yet—that channels the listeners' attention away from the weakness and onto a countervailing strength.

There's an implication for influence: persuaders would be wise to match the System 1 versus 2 orientation of any appeal to the corresponding orientation of the recipient. Thus, if you are considering a car purchase primarily from the standpoint of its emotionally relevant features (attractive looks and exhilarating acceleration), a salesperson would be well advised to convince you by using feelings-related arguments.

The messenger is the message." Of

Bad social proof in this situation. Temporarily disconnect automatic pilot.

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.

Compared to the customers who got only the standard sales appeal, those who were also told about the future scarcity of beef bought more than twice as much.

the principle of social proof. It states that one means we use to determine what is correct is to find out what other people think is correct.

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.