Robert Cialdini citáty

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Robert Cialdini

Datum narození: 24. duben 1945

Robert Cialdini je americký sociální psycholog.

Citáty Robert Cialdini


„Lidé jsou více motivováni myšlenkou, že něco ztratí, než myšlenkou získání něčeho stejné hodnoty.“

„A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do.“ Influence: The Psychology of Persuasion


„Embarrassment is a villain to be crushed.“ Influence: Science and Practice

„Where all think alike, no one thinks very much. —WALTER LIPPMANN“ Influence: The Psychology of Persuasion

„Often we don’t realize that our attitude toward something has been influenced by the number of times we have been exposed to it in the past.“ Influence: The Psychology of Persuasion

„we all fool ourselves from time to time in order to keep our thoughts and beliefs consistent with what we have already done or decided“ Influence: Science and Practice

„There is a natural human tendency to dislike a person who brings us unpleasant information, even when that person did not cause the bad news. The simple association with it is enough to stimulate our dislike.“ Influence: The Psychology of Persuasion

„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“ Influence: The Psychology of Persuasion


„persons who go through a great deal of trouble or pain to attain something tend to value it more highly than persons who attain the same thing with a minimum of effort.“ Influence: The Psychology of Persuasion

„Freedoms once granted will not be relinquished without a fight.“ Influence: The Psychology of Persuasion

„people seem to be more motivated by the thought of losing something than by the thought of gaining something of equal value.“ Influence: The Psychology of Persuasion

„The way to love anything is to realize that it might be lost.“ Influence: The Psychology of Persuasion


„The idea of potential loss plays a large role in human decision making. In fact, people seem to be more motivated by the thought of losing something than by the thought of gaining something of equal value.“ Influence: The Psychology of Persuasion

„Everything should be made as simple as possible, but not simpler. —ALBERT EINSTEIN“ Influence: The Psychology of Persuasion

„The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of concessions that will yield a desirable final offer from the opponent, yet is not so outlandish as to be seen as illegitimate from the start.“ Influence

„When our freedom to have something is limited, the item becomes less available, and we experience an increased desire for it. However, we rarely recognize that psychological reactance has caused us to want the item more; all we know is that we want it. Still, we need to make sense of our desire for the item, so we begin to assign it positive qualities to justify the desire.“ Influence: The Psychology of Persuasion

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