Top 41 Cialdini Quotes
#1. Robert Cialdini, author of one of my favorite books, Influence, the Psychology of Persuasion, writes: "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. People simply like to have reasons for what they
Lior Suchard
#2. to the psychologist Robert Cialdini, people can capitalize on this norm of reciprocity by giving what they want to receive. Instead
Adam M. Grant
#3. once we realize that obedience to authority is mostly rewarding, it is easy to allow ourselves the convenience of automatic obedience.
Robert B. Cialdini
#5. The rule says that we should try to repay, in kind, what another person has provided us.
Robert B. Cialdini
#6. The automatic, fixed-action patterns of these animals work very well the great majority of the time. For example, because only healthy, normal turkey chicks make the peculiar sound of baby turkeys, it makes sense for mother turkeys to respond maternally to that single "cheep-cheep" noise.
Robert B. Cialdini
#7. At the beginning of each lecture I say, 'Here's a set of events unexplainable by common sense, and I promise you'll be able to solve this mystery at the end of class.'
Robert Cialdini
#9. By concentrating our attention on the effect rather than the causes, we can avoid the laborious, nearly impossible task of trying to detect and deflect the many psychological influences on liking.
Robert Cialdini
#10. The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of 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.
Robert B. Cialdini
#11. Research has shown that we automatically assign to good-looking individuals such favorable traits as talent, kindness, honesty, and intelligence (for a review of this evidence, see Langlois et al., 2000).
Robert B. Cialdini
#12. Persons who go through a great deal of trouble or pain to attain something tend to value it more highly than persons who attain the same thing with a minimum of effort.
Robert B. Cialdini
#13. The principle of social proof says so: The greater the number of people who find any idea correct, the more the idea will be correct.
Robert B. Cialdini
#14. The drop from abundance to scarcity produced a decidedly more positive reaction to the cookies than did constant scarcity.
Robert B. Cialdini
#15. audiences have been successfully manipulated by those who use social evidence, even when that evidence has been openly falsified.
Robert B. Cialdini
#17. Once again we can see that social proof is most powerful for those who feel unfamiliar or unsure in a specific situation and who, consequently, must look outside of themselves for evidence of how best to behave there.
Robert B. Cialdini
#18. There is a natural human tendency to dislike a person who brings us unpleasant information, even when that person did not cause the bad news. The simple association with it is enough to stimulate our dislike.
Robert B. Cialdini
#19. When it comes to freedoms, it is more dangerous to have given for a while than never to have given at all.
Robert B. Cialdini
#20. The aim is to get someone to want to buy quickly, without thinking too much about it.
Robert B. Cialdini
#21. In large measure, who we are with respect to any choice is where we are, attentionally, in the moment before the choice.
Robert B. Cialdini
#22. people seem to be more motivated by the thought of losing something than by the thought of gaining something of equal value.
Robert B. Cialdini
#23. We will use the actions of others to decide on proper behavior for ourselves, especially when we view those others as similar to ourselves
Robert Cialdini
#24. Now, during the tourist season, she first tries to speed the sale of an item that has been difficult to move by increasing its price substantially.
Robert B. Cialdini
#25. Since 95 percent of the people are imitators and only 5 percent initiators, people are persuaded more by the actions of others than by any proof we can offer.
Robert B. Cialdini
#26. We like people who are similar to us. This fact seems to hold true whether the similarity is in the area of opinions, personality traits, background, or life-style.
Robert B. Cialdini
#27. There's a difference between a mystery and a question. Questions demand answers, but a mystery demands something more valuable-explanation.
Robert Cialdini
#28. Our best evidence of what people truly feel and believe comes less from their words than from their deeds.
Robert Cialdini
#29. The obligation to receive reduces our ability to choose whom we wish to be indebted to and puts that power in the hands of others.
Robert Cialdini
#30. The feeling of being in competition for scarce resources has powerfully motivating properties.
Robert B. Cialdini
#31. Knowing what I now know, if I could go back in time, would I make the same choice?
Robert B. Cialdini
#32. The customers, mostly well-to-do vacationers with little knowledge of turquoise, were using a standard principle - a stereotype - to guide their buying: expensive = good.
Robert B. Cialdini
#33. There is a group of people who know very well where the weapons of automatic influence lie and employ them regularly and expertly to get what they want. They go from social encounter to social encounter requesting others to comply with their wishes; their frequency of success is dazzling.
Robert Cialdini
#35. In this case, because we know that the things that are difficult to possess are typically better than those that are easy to possess, we can often use an item's availability to help us quickly and correctly decide on its quality.
Robert B. Cialdini
#36. 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. People simply like to have reasons for what they do.
Robert B. Cialdini
#37. 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.
Robert B. Cialdini
#38. 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
Robert B. Cialdini
#39. 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
Robert B. Cialdini
#40. once a person's self-image is altered, all sorts of subtle advantages become available to someone who wants to exploit that new image.
Robert B. Cialdini
#41. Often we don't realize that our attitude toward something has been influenced by the number of times we have been exposed to it in the past.
Robert B. Cialdini
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