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Роберт Чалдини

Influence

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The foundational and wildly popular go-to resource for influence and persuasion—a renowned international bestseller, with over 5 million copies sold—now revised adding: new research, new insights, new examples, and online applications.
In the new edition of this highly acclaimed New York Times bestseller, Robert Cialdini—the seminal expert in the fields of influence and persuasion—explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Robert Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don't have to be a scientist to learn how to use this science.

You'll learn Cialdini's Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader—and just as importantly, you'll learn how to defend yourself…
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Quotes

  • Lukahas quoted3 months ago
    Aside from containing what may be my favorite ad-lib, the dialogue between Pyne and Zappa illustrates a fundamental theme of this book: often when we make a decision about someone or something, we don’t use all of the relevant available information. We use only a single, highly representative piece of the total. An isolated piece of information, even though it normally counsels correctly, can lead to clearly stupid mistakes—mistakes that, when exploited by clever others, leave us looking silly or worse.
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    • Lukahas quoted3 months ago
      “All things being equal, you root for your own sex, your own culture, your own locality . . . and what you want to prove is that you are better than the other person. Whomever you root for represents you; and when he [or she] wins, you win.”
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      • Lukahas quoted3 months ago
        “We” relationships are not those that allow people to say, “Oh, that person is like us.” They are the ones that allow people to say, “Oh, that person is one of us.” The unity rule of influence can thus be worded: People are inclined to say yes to someone they consider one of them.
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