Robert Cialdini > Quotes

“A los consultores se les enseña a ganarse a la empresa del cliente alcanzando primero el estatus de «consejero de confianza».”
― Robert Cialdini, Pre-suasión: Un método revolucionario para influir y persuadir

“... the brain's operations arise fundamentally and inescapably from raw associations. Just as amino acids can be called the building blocks of life, associations can be called the building blocks of thought.”
― Robert Cialdini, Pre-Suasion: A Revolutionary Way to Influence and Persuade

“Novelty, transience, diversity, and acceleration are acknowledged as prime descriptors of civilized existence.”
― Robert Cialdini

“We always instruct them not to get caught up in a price war against an inferior product, because they’ll lose. We tell them to make quality the battleground instead, because that’s a fight they’ll most likely win.”
― Robert Cialdini, Pre-Suasion: A Revolutionary Way to Influence and Persuade

“Nie ma takiego poświęcenia, na jakie człowiek się nie zdobędzie, by tylko uniknąć wyczerpującego wysiłku myślenia.”
― Robert Cialdini, Wywieranie wplywu na ludzi. Teoria i praktyka

“Suppose at a party I bent back your thumb slightly and, on the basis of its resistance and curvature, proclaimed you “quite a stubborn individual, someone who resists being pressured in a direction you don’t want to go.”
― Robert Cialdini, Influence: The Psychology of Persuasion

“L’histoire de l’effet Werther est à la fois glaçante et passionnante. Il y a plus de deux siècles, Johan Wolfgang von Goethe, grand homme de la littérature allemande, a publié un roman intitulé Die Leiden des jungen Werthers (Les Souffrances du jeune Werther). Ce livre où le héros, Werther, finit par se suicider, a fait grand bruit lors de sa publication.”
― Robert Cialdini, Influence et manipulation - La psychologie de la persuasion 3e édition

“These were people whose certainty that they had the truth allowed them to withstand enormous social, economic, and legal pressures and whose commitment to their dogma grew as each pressure was resisted.”
― Robert Cialdini, Influence: The Psychology of Persuasion

“Put simply, we is the shared me.”
― Robert Cialdini, Pre-Suasion: A Revolutionary Way to Influence and Persuade

“Dans le cas de la preuve sociale, il existe trois types de conditions idéales : lorsque nous hésitons sur la conduite à tenir (incertitude) ; quand la preuve sociale provient d’un grand nombre d’autres personnes (multitude) ; et quand elle provient d’individus qui nous ressemblent (similarité).”
― Robert Cialdini, Influence et manipulation - La psychologie de la persuasion 3e édition

“An equally compelling point regarding the power of reciprocity comes from an account of a woman who saved her life not by giving a gift as did the captured soldier, but by refusing a gift and the powerful obligations that went with it.”
― Robert Cialdini, Influence: The Psychology of Persuasion