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There's a critical insight in all this for those of us who want to learn to be more influential. The best persuaders become the best through pre-suas… - Robert B. Cialdini
" "There's a critical insight in all this for those of us who want to learn to be more influential. The best persuaders become the best through pre-suasion - the process of arranging for recipients to be receptive to a message before they encounter it. To persuade optimally, then, it's necessary to pre-suade optimally. But how?
In part, the answer involves an essential but poorly appreciated tenet of all communication: what we present first changes the way people experience what we present to them next.
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Robert Cialdini
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Robert Beno Cialdini
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Additional quotes by Robert B. Cialdini
Do you consider yourself a helpful person?” Following brief reflection, nearly everyone answered yes. In that privileged moment — after subjects had confirmed privately and affirmed publicly their helpful natures — the researchers pounced, requesting help with their survey. Now 77.3 percent volunteered.
Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies? The result was that once again nearly all (93 percent) agreed, even though no real reason, no new information, was added to justify their compliance. Just as the “cheep-cheep” sound of turkey chicks triggered an automatic mothering response from maternal turkeys — even when it emanated from a stuffed polecat — so, too, did the word “because” trigger an automatic compliance response
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