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Influence
Influence has been a bestseller since its publication. Because of its influence, persuasion became a science. Whether you are an ordinary person or someone lobbying for a certain product or cause idea, this is a basic must-read and is the cornerstone of your understanding of other people's psychology. Psychologist Robert Cialdini explains why some people are so persuasive that we are so easily deceived.
Edited at 2024-01-29 19:11:26- One Hundred Years of Solitude Character Relationship Chart
One Hundred Years of Solitude is the masterpiece of Gabriel Garcia Marquez. Reading this book begins with making sense of the characters' relationships, which are centered on the Buendía family and tells the story of the family's prosperity and decline, internal relationships and political struggles, self-mixing and rebirth over the course of a hundred years.
- One Hundred Years of Solitude Character Relationship Chart
One Hundred Years of Solitude is the masterpiece of Gabriel Garcia Marquez. Reading this book begins with making sense of the characters' relationships, which are centered on the Buendía family and tells the story of the family's prosperity and decline, internal relationships and political struggles, self-mixing and rebirth over the course of a hundred years.
- Project Management Process Template
Project management is the process of applying specialized knowledge, skills, tools, and methods to project activities so that the project can achieve or exceed the set needs and expectations within the constraints of limited resources. This diagram provides a comprehensive overview of the 8 components of the project management process and can be used as a generic template for direct application.
Influence
- One Hundred Years of Solitude Character Relationship Chart
One Hundred Years of Solitude is the masterpiece of Gabriel Garcia Marquez. Reading this book begins with making sense of the characters' relationships, which are centered on the Buendía family and tells the story of the family's prosperity and decline, internal relationships and political struggles, self-mixing and rebirth over the course of a hundred years.
- One Hundred Years of Solitude Character Relationship Chart
One Hundred Years of Solitude is the masterpiece of Gabriel Garcia Marquez. Reading this book begins with making sense of the characters' relationships, which are centered on the Buendía family and tells the story of the family's prosperity and decline, internal relationships and political struggles, self-mixing and rebirth over the course of a hundred years.
- Project Management Process Template
Project management is the process of applying specialized knowledge, skills, tools, and methods to project activities so that the project can achieve or exceed the set needs and expectations within the constraints of limited resources. This diagram provides a comprehensive overview of the 8 components of the project management process and can be used as a generic template for direct application.
- Recommended to you
- Outline
Influence
Cialdini
participant observation
weapons of influence
Patterned automatic behavior ("shortcuts")
Emeralds in jewelry store sell out after price error x2 - "You get what you pay for"
Female Turkey vs Skunk Inflatable Toy
Cut the queue to print documents “because” - Give a reason when you ask for help, and the probability of success will be greater
appropriate trigger mechanism
"Contrast Principle"
Comparison of hot and cold water
Clothing store sales show expensive items to customers first
1. Reciprocity
Unsolicited favors "sense of indebtedness" - the obligation to repay the kindness received
Ethiopia donates $5,000 to Mexico
Bringing Coke vs. buying lottery tickets
Krishna Association fundraiser
Reciprocal concessions - if someone gives in to us, we have an obligation to give in too
Buy circus tickets or chocolate bars
Accompany juvenile delinquents on a trip to the zoo
Obtain a list of recommendations (“preferences”) from potential customers
"Watergate"
"Reject - retreat" technique: "First big, then small"
Stimulate people to agree to requests: Smaller requests are the real goal ("Contrast Principle")
Stimulate them to fulfill their commitments and fulfill them voluntarily: sense of responsibility & satisfaction
Countermeasures: If you agree, accept and reciprocate; if you have other motives, treat it as a salesmanship and ignore it.
2. Commitment and Consistency
A desire to “walk the talk” - Christmas toy sales strategy
promise
Call “How are you feeling tonight?” (get public commitment), followed by standard fundraising process
"Climb the threshold": "Use small things to accumulate big things" Be careful when accepting trivial requests
Country C prisoners of war gradually cooperated
Small Business -> Big Business
Large front lawn public service notice board
small brand
Sign the petition in support (self-image change: the person actively, openly and freely chooses after hard work)
Effective commitment: Effectively change self-image and future behavior
elements
public
3 groups of college students evaluate straight line length
Jury votes publicly or privately
Proactive: Reputation of “charitable” -> Active in donating
Effort: What is obtained with great difficulty is valued more (coming of age ceremony, fraternity)
Responsibility: Take responsibility for your own actions from the bottom of your heart (there is no strong pressure from the outside, such as bribes/threats)
Fraternity initiation ceremony rejects public service event
Country C Prisoner of War Camp Essay Contest Prizes Are Stingy
Threatening boy not to play with toys
The smaller the external pressure, the better the effect.
"Throw the ball low" (psychological mechanism: automatically consolidate the choice of commitment in the heart and find new reasons for the original commitment)
Car dealer low price strategy
Sarah and her live-in boyfriend Tim
Iowa pledges to save energy
Countermeasures: When you feel uncomfortable, avoid thinking too hard and reveal the other person’s intentions.
3. Social recognition
TV station "canned laughter"
Failed Cult Flood Day Prophecy
condition
Uncertainty: The situation of “pluralistic ignorance” is unclear
Genovese homicide in New York: In an emergency, the idea of "more people is safer" may be wrong, and witnesses need to be convinced that an emergency has occurred
Countermeasures: Reduce uncertainty, ask for help by name, clearly state what kind of help is needed, and improve their sense of responsibility.
similarity
Return lost wallet
Teach children how to swim
'Werther Effect': Accident death toll surges after suicide news
Countermeasures: Actively counter deliberately forged social evidence
4. Preferences
"Tupperware" parties: reciprocity, commitment, social proof, preferences (purchase requests are made by friends)
Physical Attractiveness (Being well groomed during an interview is more important than job qualifications)
Similarity - background, interests, attire, opinions, personality, lifestyle
Compliment - a positive comment, whether true or false/accurate
Contact and cooperation (familiarity)
Exception: Difficulty in racial integration (competitive relationship); Solution: Design an environment where only cooperation can achieve a win-win situation
Police interrogation techniques with red and white faces ("Perceptual Contrast Principle")
Conditioning and association
The hated weatherman - People naturally hate the person who brings bad news.
Post-lunch canvassing - people become more fond of the person or thing they interacted with during the meal ("reciprocity")
"Correlation Principle"
Connect yourself with success in every possible way (such as where we live)
While we are proud of our personal achievements, we will not take advantage of others
Countermeasures: Ask yourself "Do I like xx more than I expected?"; Distinguish my love for xx from the products it sells
5. Authority
Electric shock experiment conducted by researcher
Robert Young's Sanka Coffee Advertisement
symbol of authority
title
Physique vs title/status
"Doctor's" Instructions to Nurse on the Phone
Clothes: Tailored suit
Identity sign: owner of a luxury car
Countermeasures: two questions
“Is this authority a true expert?”
“Is this expert telling the truth?” (credibility/honesty)
L'Oreal Advertising: Our prices are high, but we are worth it
Occasionally say things that go against your own interests: Vincent’s restaurant repertoire – “Reciprocity” “Trusted Authority”
6. Scarcity
The fear of loss can inspire people's action: the last appliance in the store - "commitment and consistency" "scarcity"
“Reverse Psychology” & Freedom
"This book is for adults over 21 years old only"
Jury faces liability insurance - 'Suppressed information more valuable?'
exclusive information
From abundance to shortage vs consistent shortage
compete
Countermeasures: Realize that emotions are rising -> Ask yourself, "Is it out of possessiveness or practical value?"
instant influence
No willingness, no time, no energy, no cognitive resources -> isolated clues
Rushed, stressed, unsure, not caring, upset -> one-sided information
Written act: Belief that the statement reflects the true attitude of the person involved even if it is known that it was involuntary.
Write down personal sales goals by hand
Procter & Gamble/General Promotions Essay Contest
Country C Prisoner of War Essay Competition
Requires more effort than verbal commitment