Embarrassment is a villain to be crushed.
Robert B. CialdiniStichwörter: embarrassment
the automatic, fixed-action patterns of these animals work very well the great majority of the time. For example, because only healthy, normal turkey chicks make the peculiar sound of baby turkeys, it makes sense for mother turkeys to respond maternally to that single “cheep-cheep” noise.
Robert B. CialdiniStichwörter: kindlehighlight
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.
Robert B. CialdiniStichwörter: kindlehighlight
The customers, mostly well-to-do vacationers with little knowledge of turquoise, were using a standard principle—a stereotype—to guide their buying: “expensive = good.
Robert B. CialdiniStichwörter: kindlehighlight
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
Robert B. CialdiniStichwörter: kindlehighlight
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.
Robert B. CialdiniStichwörter: negotiations reciprocity bargaining concessions
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