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 fr… - Robert B. Cialdini

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.

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.

When the newspaper detailed the suicide of a young person, it was young drivers who then piled their cars into trees, poles, and embankments with fatal results; but when the news story concerned an older person’s suicide, older drivers died in such crashes. l advised, then, to take special care in our travels at these times.