Home > Author > Robert B. Cialdini
161 " Therefore, when children of different racial groups are thrown into the incessant, harsh competition of the standard American classroom, we ought to—and do—see hostilities worsen. "
― Robert B. Cialdini , Influence: The Psychology of Persuasion
162 " Take, for example, the strange case of the “rectal earache” reported by Cohen and Davis. A physician ordered ear drops to be administered to the right ear of a patient suffering pain and infection there. Instead of writing out completely the location “Right ear” on the prescription, the doctor abbreviated it so that the instructions read “place in R ear.” Upon receiving the prescription, the duty nurse promptly put the required number of ear drops into the patient’s anus. "
163 " Nothing in life is as important as you think it is while you are thinking about it.”2 "
― Robert B. Cialdini , Pre-Suasion: A Revolutionary Way to Influence and Persuade
164 " in an early study nursery-school-age children chosen because they were terrified of dogs merely watched a little boy playing happily with a dog for twenty minutes a day. This exhibition produced such marked changes in the reactions of the fearful children that after only four days, 67 percent of them were willing to climb into a playpen with a dog and remain confined there, petting and scratching it while everyone else left the room. Moreover, when the researchers tested the children’s fear levels again one month later, they found that the improvement had not evaporated during that time; in fact, the children were more willing than ever to interact with dogs. "
165 " 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. "
166 " A job candidate might say, “I am not experienced in this field, but I am a very fast learner.” An information systems salesperson might state, “Our set-up costs are not the lowest; however, you’ll recoup them quickly due to our superior efficiencies. "
167 " There are certain disturbing things we simply would rather not realize. Because it is a preprogrammed and mindless method of responding, automatic consistency can supply a safe hiding place from those troubling realizations. Sealed within the fortress walls of rigid consistency, we can be impervious to the sieges of reason. "
168 " 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. "
169 " The first, a quote from Voltaire, is contemptuous: “Anything too stupid to be spoken,” he asserted, “is sung.” The second, an adage from the advertising profession, is tactical: “If you can’t make your case to an audience with facts, sing it to them. "
170 " a communicator who references a weakness early on is immediately seen as more honest "
171 " Those scientists in France Worried about raising the chance A guitar would prompt “Oui” To a stranger’s startling plea Need not have been so troubled, Phone numbers more than doubled. "
172 " If we want them to buy a box of expensive chocolates, we can first arrange for them to write down a number that’s much larger than the price of the chocolates. If we want them to choose a bottle of French wine, we can expose them to French background music before they decide. If we want them to agree to try an untested product, we can first inquire whether they consider themselves adventurous. If we want to convince them to select a highly popular item, we can begin by showing them a scary movie. If we want them to feel warmly toward us, we can hand them a hot drink. If we want them to be more helpful to us, we can have them look at photos of individuals standing close together. If we want them to be more achievement oriented, we can provide them with an image of a runner winning a race. If we want them to make careful assessments, we can show them a picture of Auguste Rodin’s The Thinker. "
173 " 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. "
174 " If a gift, favor, or service incorporates all three features of meaningfulness, unexpectedness, and customization, it can become a formidable source of change. "
175 " Üstüne gelinmiş, stresli, kararsız, umursamaz, aklı başka yerde veya yorulmuş olduğumuz zaman eldeki bilgilerin en azına yoğunlaşırız. Bu şartlar altında karar verirken ilkel fakat gerekli tek kanıt yaklaşımına döneriz. Bütün bunlar ürkütücü bir anlayışa dayanır: Dünyanın doruğuna yerleşmek için sofistike akıl düzenimizle öylesine kompleks, ilerlemiş ve bilgiyle dolu bir çevre yarattık ki bununla başa çıkmak için soylarından geldiğimiz hayvanlar gibi davranmak durumunda kalıyoruz. "
176 " I can live for two months,” confessed Mark Twain, “on a good compliment. "
177 " So by my lights, "
178 " 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. "
179 " numerosas investigaciones demuestran que reducir la distancia ante un objeto hace que parezca que este merece más la pena. "
180 " One study found that the reading scores of students in a New York City elementary school were significantly lower if their classrooms were situated close to elevated subway tracks on which trains rattled past every four to five minutes. When the researchers, armed with their findings, pressed NYC transit system officials and Board of Education members to install noise-dampening materials on the tracks and in the classrooms, students’ scores jumped back up. Similar results have been found for children near airplane flight paths. When the city of Munich, Germany, moved its airport, the memory and reading scores of children near the new location plummeted, while those near the old location rose significantly. "