Robert B. Cialdini
Robert B. Cialdini is a renowned psychologist and author, celebrated for his expertise in the science of persuasion and influence. He is a Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University. Cialdini's seminal work, "Influence: The Psychology of Persuasion," has become a classic, revealing the principles that drive human decision-making. His research blends academic rigor with practical applications, impacting fields like marketing, negotiation, and leadership.
Book summaries for books written by Robert B. Cialdini
Quotes
When we ask someone to do us a favor, we will be more successful if we provide a reason.
The tendency to reciprocate favors is a strong one, often overpowering the influence of other factors that normally determine compliance with a request.
Once a stand is taken, there is a natural tendency to behave in ways that are stubbornly consistent with the stand.
People seem to be more motivated by the thought of losing something than by the thought of gaining something of equal value.
We like to say yes to the requests of people we know and like.
Information that is exclusive is more persuasive.
The greater the number of people who find any idea correct, the more the idea will be correct.
People are more likely to accept a request if they feel a bond or sense of commitment to the asker.
An automatic trigger of compliance is to give someone a small gift first.
The more uncertain a situation, the more we rely on others for cues on how to act.
We all fool ourselves from time to time in order to keep our thoughts and beliefs consistent with what we have already done or decided.
The very fact that something is rare or becoming rare will increase its value.