Quotes About Persuasion

patsy. For as long as I can recall, I've been an easy mark

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.

Our ability to create change in others is often and importantly grounded in shared personal relationships, which create a pre-suasive context for assent. It's a poor trade-off, then, for social influence when we allow present-day forces of separation—distancing societal changes, insulating modern technologies—to take a shared sense of human connection out of our exchanges. The relation gets removed, leaving just the ships, passing at sea.87 UNITY

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.

Advertisers love to inform us when a product is the "fastest-growing" or "largest-selling" because they don't have to convince us directly that the product is good, they need only say that many others think so, which seems proof enough. The

automatic-pilot device, like social proof, should never be trusted fully;

Aunque para la mayoría de nosotros esta posibilidad parece remota, puede ser más real de lo que creemos. La idea de que no se puede persuadir a ninguna persona inocente a confesar un crimen, en especial uno de gravedad, es errónea. Y, de hecho, ocurre con una frecuencia perturbadora.

That is, the car salespeople I observed threw the low-ball by proposing sweet deals, getting favorable decisions as a result, and then taking away the sweet part of the offers.

The time to react protectively is when we feel ourselves liking the practitioner more than we should under the circumstances.

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

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.

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

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.

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.

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

request-plus-reason

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.