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"Influence" Quotes
"Influence: The Psychology of Persuasion" by Robert B. Cialdini explores the principles and tactics that make people say "yes" and how to apply them ethically in daily life.
organizational behavior | Published in 1988
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.
