Robert B. Cialdini Quotes

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.

The messenger is the message.” Of

Deep inside is a sense of low personal worth that directs them to seek prestige not from the generation or promotion of their own attainments, but from the generation or promotion of their associations with others of attainment.

But it comes down to this: in deciding whether a possibility is correct, people typically look for hits rather than misses;

The press may not be successful most of the time in telling people what to think, but it is stunningly successful in telling them what to think about.

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.

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.

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.

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.

audiences have been successfully manipulated by those who use social evidence, even when that evidence has been openly falsified.

¿Existe algún mecanismo aplicable en toda clase de contextos del que puedan echar mano las entidades para provocar este tipo de comportamientos sincronizados y condicionar así a los distintos integrantes del grupo hacia los objetivos grupales? Pues sí. Se trata de la música.

El riesgo por temor resulta ser de verdad peligroso y ciertamente temible.