Influence And Manipulation Robert Cialdini Pdf

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Social influence

Influence delves deep into the psychology of influence and persuasion. Robert Cialdini, the author, lists 6 key that master influencers use to make people act. Cialdini says that while there are thousands of tactics that influence practitioners use, the majority fall in 6 basic categories.

Cialdini also tells us of a jewel store who was only able to sell unsold merchandise when they doubled the price by mistake instead of halving them. And he tells us of turkeys acting either aggressively or nurturing depending on which chirp was played. In this case, the chirp. While the stories might seem unconnected, Cialdini says they stem from the same system complexity reduction we deploy.

In many ways we humans also have pre-programmed tapes. They usually work to our advantage, but they can be used to dupe us. A university professor once tried a little experiment: he sent Christmas cards to perfect strangers. Reciprocity overwhelms the feeling of liking or not liking someone. We are indeed as much likely to give back to someone we dislike than to someone we like. Hare Krishna activists used to give travelers a flower as a gift, not accept it back and then ask for a donation.

Carter had troubles in passing legislation because he campaigned as an outsider who was indebted to nobody in Capitol Hill. Well, nobody felt indebted to him either when he got to the office. Women often comment on the uncomfortable feeling of indebtedness from men who bought them an expensive present or dinner. The technique works by making a big initial request which will be turned down. Then you make the second request which is the one you really wanted to go for all along.

Sneaky Salesman : OK this widget is not right for you at this time but perhaps you could help by giving me the name of some others who could take advantage of our great offer. But the opposite is actually true.

It proved indeed to be more effective in having people carry out the request and in performing future similar requests. They feel like they produced the concessions and influenced the outcome. So they feel more responsible for the outcome. Commitment and Consistency The principle of commitment and consistency is that of aligning actions, feelings, values, and beliefs.

When actions and feelings are dis-aligned for example we feel cognitive dissonance Festinger, , which is a sensation of mental discomfort. People who bet on a horse, for example, feel immediately more self-assured that their bet will pay off.

Sara broke their relationship and got engaged to an ex-boyfriend. Tim called Sara before her wedding and promised he would change. Sara stopped the wedding and took Tim back. The solicitor would say something like. The foot in the door technique uses the Commitment and Consistency principle by starting small and then asking for more after the initial commitment has been done.

Why would they accept a huge billboard after having signed a petition which was not even connected to driving safety? So when they were asked later to install a huge billboard to hopefully help bring down road accidents they complied to stay consistent with their newly formed self-image. Cialdini says that this finding made him wary of signing any petition because of the potential to influence future behavior and self-image in ways he might not want.

The Low-Ball technique exploits the Commitment and Consistency rule by offering a very low price to get an initial commitment. The decision stands on so many legs that removing the price leg is not likely to change his mind. She got a great offer at the beginning and accepted it. The Chinese in their efforts to converts POWs to communism realized that we also look at our own actions to assess who we are.

The Chinese would also make public what an individual had done, written or signed. And since what those around us think is true of us influences our actions and what we think is true, POWs also had social pressure to embrace the communist ideology.

Cialdini tells us that companies employing hard sales critiques experienced high cancellation rates. Now the buyers cared less they have been pushed and cajoled into buying and focused more on their own commitment. And of course, the effort they had put into writing it also added a bit of sunk costs to the interaction. People who spend a lot of effort to obtain something tend to value it more highly than if it had been very easy to obtain it.

Indeed tribes with the most dramatic initiation ceremonies also tended to have the highest group solidarity. Similarly, you are usually well served in giving small or no incentive for the behavior you want to encourage. People who had no major incentive feel like they chose and will accept more responsibility.

An experiment in a beach showed the power of Commitment and Consistency even with the possibility of personal harm. Researcher 1 left his radio near to take a stroll and a Researcher 2 stole it pretending it to be a thief. Only 4 out of 20 people it was tried on to stop him. Consistency is another way to reduce complexity and mental load by offering a shortcut.

He recounts a brilliantly funny story of a woman in a short skirt who employed the Commitment and Consistency tactic on him. At the end when the woman told him she had the perfect card to save him money he had no place to hide: he admitted and committed to his answers, now he had to stay consistent to save face.

Cialdini says that if the same were to happen today he would tell her she was chosen for the job for her physical attractiveness, that men would exaggerate to prove what great swingers they are and that he would not buy her club membership.

Cialdini says that the split of a second before our rational mind takes over we will get the real feeling about our choice. Control your behavior: it determines who you are.

Canned laughter makes us laugh longer and harder. The difference is especially great with poor quality jokes. Cialdini says it works because we get the feeling other people like it. Cialdini draws attention to a highly publicized instance in which a woman was let die without help in spite many had heard her screaming. It happens for two reasons:. This phenomenon is called Pluralistic Ignorance.

Similar experiments have been repeated with similar results. Social proof affects us most when the people around are somewhat similar to us. When jaywalking we are more likely to follow up people similarly dressed to us for example. And it works in nefarious ways too: homicide rates have a strong copycat effect.

In highly publicized fight matches when a black fighter lost black homicide victims rose. When it was a white fighter who lost the homicide victims increased for white men.

Cialdini talks about the now in famous Tupperware parties as an example. And he and says that referrals are a way of exploiting the Liking principle. We assign to good looking individuals characteristics such as talent, kindness, honesty, and intelligence. Attractive people are voted more, receive more money in compensations, get hired more, and are twice as likely to avoid prison sentences.

And, interestingly enough, most people are little nor aware at all their decisions have been swayed by physical attractiveness.

We like people who are similar to us. People who have similar background and interests, but also similar names. We need to be careful when we feel a bit too close to a salesperson because many sales programs teach to mirror and underline similarities.

We love flattery and albeit we might know the flatterer has second motives we tend to believe praise anyway and we tend to like those who provide them even when the praise is false. We do are also associated with the crowd we hang out with and people do assume we have the same personality traits as our friends.

Advertisers using models for their cars want to associate beauty and desirability with their cars. And it often does work.

Young men looking at cars with a model nearby rated it as faster, more appealing and more expensive than the same ad without model. Similar is the case of linking celebrities to products. Razran presented several political statements while and while not eating. Only the ones shown during eating gained approval. We associate to a sports club and then want them to win to prove our own superiority. People feel their success will somehow raise their own social prestige.

It is widely acknowledged that the reason people kept going is that the authority figure kept insisting. Another example from Influence has probably had thousands of people laughing the whole world over. A right ear infection, to be precise.

The note said to administer the ear drops in abbreviate form. The nurse administered the ear drops in the anus. Neither she nor the patient said anything. If you are incredulous, keep in mind that the behavior and demeanor of the authority figure is another important indicator of the likelihood that orders will be followed without reproach. Authority works because, like most other psychological triggers, it has several practical advantages for us.

It made sense to listen to authorities like parents and teachers. They both knew better and held control of our rewards and punishments. The appearance of authority is all it takes: we are as affected by the actual authority as by the symbols of authority. And a title is often all that it takes. Prestigious titles lead people to assess the title holder as taller.

Influence Book Summary — The Psychology of Persuasion — PDF

Influence Summary and Review by Robert B. Cialdini Want to know what Robert B. Pick up the main ideas from our quick summary. Maybe a lava lamp that was on discount or two bottles of shampoo instead of just one because the sales clerk talked you into it? Did you donate money to a suspicious stranger just because they accosted you on the street?

Finally, New Year is here! Do you frequently find yourself subscribing to all manner of products? You have probably been influenced into doing so by expert salespeople and slick advertisements. We all fall victim to the power of influence, which makes use of the way our brains work to get us to comply with requests. How, you wonder? And could you use these powers yourself? Get ready to learn all about the powerful impact of influence.

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Influence: Science and practice

The widely adopted, now classic book on influence and persuasion—a major national and international bestseller with more than four million copies sold! Robert B. Cialdini—the seminal expert in the field of influence and persuasion—explains the psychology of why people say yes and how to apply these principles ethically in business and everyday situations. Understanding and applying the six principles ethically is cost-free and deceptively easy. Backed by Dr.

Influence delves deep into the psychology of influence and persuasion. Robert Cialdini, the author, lists 6 key that master influencers use to make people act. Cialdini says that while there are thousands of tactics that influence practitioners use, the majority fall in 6 basic categories. Cialdini also tells us of a jewel store who was only able to sell unsold merchandise when they doubled the price by mistake instead of halving them.

The widely adopted, now classic book on influence and persuasion—a major national and international bestseller with more than four million copies sold! Robert B.

Robert B. Cialdini

Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required. To get the free app, enter your mobile phone number. Robert Cialdini est docteur en psychologie sociale.

Social influence comprises the ways in which individuals change their behavior to meet the demands of a social environment. It takes many forms and can be seen in conformity , socialization , peer pressure , obedience , leadership , persuasion , sales , and marketing. Typically social influence results from a specific action, command, or request, but people also alter their attitudes and behaviors in response to what they perceive others might do or think. In , Harvard psychologist Herbert Kelman identified three broad varieties of social influence. Morton Deutsch and Harold Gerard described two psychological needs that lead humans to conform to the expectations of others.


was published. Robert B. Cialdini Ph.D / vii an enormous additional benefit—​the ability to manipulate without the appearance of manipulation. Even the.


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