Excuse me, I have five pages. May I use the Xerox machine b… - Robert B. Cialdini

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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

Robert B. Cialdini

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Alternative Names: Robert Cialdini • Robert Beno Cialdini

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Originators like Robert B. Cialdini:

Malcolm Gladwell Adam Grant Dale Carnegie Daniel Kahneman Nassim Nicholas Taleb

Additional quotes by Robert B. Cialdini

Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment. Those pressures will cause us to respond in ways that justify our earlier decision.

So by my lights, the number one rule for salespeople is to show customers that you genuinely like them. There’s a wise adage that fits this logic well: people don’t care how much you know until they know how much you care.

But the rule for reciprocation, which states that those who give first are entitled to receive in return,

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) … - Robert B. Cialdini

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Additional quotes by Robert B. Cialdini