Influence by Robert Cialdini

Blackmans Book Report

Pg 4 “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.

Pg 7 “Alfred North Whitehead: Civilization advances by extending the number of operations we can perform without thinking about them.

Pg 12 “The Contrast Principle: If we lift a light object first and then lift a heavy object, we will estimate the second object to be heavier than if we had lifted it without first trying the light one.

Pg 17 “The Rule for Reciprocation: The rule says that we should try to repay, in kind, what another person has provided us.

Pg 39 “Rejection-then-retreat technique: One way to increase your chances would be first to make a larger request of me, one that I will most likely turn down. Then after I have refused, you would make the smaller request that you were really interested in all along.

Pg 41 “The percentage of successful door-to-door sales increases impressively when the salesman is able to mention the name of a familiar person who recommended the sales visit.

Pg 42 “If I want you to lend me five dollars, I can make it seem like a smaller request by first asking you to lend me ten dollars.

Pg 72 “The tactic of starting with a little request in order to gain eventual compliance with related larger requests has a name: The foot in the door technique.

Pg 74 “You can use small commitments to manipulate a persons self image. Once you’ve got a man’s self image where you want it, he should comply naturally with a whole range of your requests that are consistent with this view of himself.

Pg 77 “One study found that after hearing that they were considered charitable people, New Haven, Connecticut, housewives gave much more money to a canvasser from the Multiple Sclerosis Association.

Pg 79 “ Whatever the goal, the important thing is that you set it, so you’ve got something for which to aim-and that you write it down. There is something magical about writing things down.

Pg 82 “Whenever one takes a stand that is visible to others, there arises a drive to maintain that stand in order to look like a consistent person.

Pg 89 “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.

Pg 93 “Social scientists have determined that we accept inner responsibility for a behavior when we think we have chosen to perform it in the absence of strong out side pressures.

Pg 99 “No matter which variety of lowballing is used, the sequence is the same: An advantage is offered that induces a favorable purchase decision; then, sometime after the decision has been made but before the bargain is sealed, the original purchase advantage is deftly removed.

Pg 116 “Social Proof: One means we use to determine what is correct is to find out what other people think is correct. We view a behavior as more correct in a given situation to the degree that we see others performing it.

Pg 119 “Since 95% of people are imitators and only 5% initiators, people are persuaded more by the actions of others than by any proof we can offer.

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