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He referred to these tactics as six weapons of influence. These automatic fixed-pattern actions work well most of the time. These fixed-pattern actions are pretty prevalent in humans since, in many cases, they are the most efficient form of behavior, and in some cases, they are necessary. Such patterns reduce brain strain by allowing us to act without thinking in every situation. Photuris females mimic the mating signal of Photinus females to attract and eat their prey Photinus males.
Contrast principle Humans perceive things which are presented one after the other differently than those shown in isolation. We will often go to great lengths to avoid being seen as one of them. Customers who have used the product find it difficult not to buy it later.
The rule forces uninvited debt. Each being a concession to the previous. His last one got accepted because the committee wanted to send him away with something. We feel more responsible and satisfied after agreeing to a concession.
We think we have brought that change. Our culture values good personal consistency. Stubborn consistency also allows us to avoid thinking. Agreeing to small requests may appear inconsequential in the beginning. Even when people knew that someone was required to write an article in favor of an issue, they assume that the writer is pro-issue. We are more consistent in our commitment if we believe that we did it for our purpose rather than external pressure. Even an external reward counts as external pressure.
The more the number of people doing it, the more the rule works into making us believe that the behavior is correct. Airline crashes are more deadly in that time frame as well. How to say no Recognize when the social proof is deliberately faked e. In both of these cases, stop following the crowd. The social proof autopilot is good in most cases, but you should control it from time to time.
Liking rule 4 What causes liking? That usually happens in a romantic context. Teachers think attractive kids are more intelligent than unattractive ones. Our friends prefer our actual image. Familiarity produced by being in contact with someone produces greater liking. Thus, an advertiser needs to establish a positive connection. The connection does not have to be logical. When our public image is damaged, we try to repair it by showing our ties to successful others and avoiding unsuccessful others.
If you like the requester, do not automatically like the request. We are as vulnerable to symbols of authority as to its substance. Clothes and other outward appearances — Motorists wait much longer before honking on a new luxury car than an old car. And people, when asked about it, underestimate that effect. Think about what does this expert stands to gain by my compliance. An expert has a higher chance of swaying us if we think he is impartial.
Scarcity rule 6 The thought of losing something motivates us more than the idea of gaining something of similar value. As opportunities become less available, we lose freedom. Freedom, once granted, will not be relinquished without a fight. Some more examples: Young boys run for toys behind obstructions than the one lying in front of them.
How to say no The real enjoyment is in experiencing something than just possessing it. The scarcity pushes us into buying things just for the sake of owning them. Share this:.
INFLUENCE THE PSYCHOLOGY OF PERSUASION REV ED.ROBERT CIALDINI PDF
He referred to these tactics as six weapons of influence. These automatic fixed-pattern actions work well most of the time. These fixed-pattern actions are pretty prevalent in humans since, in many cases, they are the most efficient form of behavior, and in some cases, they are necessary. Such patterns reduce brain strain by allowing us to act without thinking in every situation.
Staff View for: Influence : the psychology of persuasion
Jul 15, Varun rated it really liked it. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. He should have just done a reprint with a new foreword or something, because the result of the update is a total failure. A Revolutionary Way to Influence and Persuade. The Psychology of Persuasion Robert B. Feb 04, Veronika rated it liked it. Psychology and consumer behavior is incredibility fascinating to me.
Book Summary: “Influence: The Psychology of Persuasion” by Robert B. Cialdini
Influence: The Psychology of Persuasion