Robert B. Cialdini

“The tendency to want what has been banned and therefore to presume that it is more worthwhile is not limited to such…

— Robert B. Cialdini

“Consistency is the hobgoblin of little minds.”

— Robert B. Cialdini

“By no means is my friend original in this last use of the “expensive = good” rule to snare those seeking a…

— Robert B. Cialdini

“Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies? The result was…

— Robert B. Cialdini

“Observers trying to decide what a man is like look closely at his actions.”

— Robert B. Cialdini

“Everything should be made as simple as possible, but not simpler. —ALBERT EINSTEIN”

— Robert B. Cialdini

“Where all think alike, no one thinks very much. —WALTER LIPPMANN I”

— Robert B. Cialdini

“persons who go through a great deal of trouble or pain to attain something tend to value it more highly than persons…

— Robert B. Cialdini

“Price alone had become a trigger feature for quality; and a dramatic increase in price alone had led to a dramatic increase…

— Robert B. Cialdini

“There is no expedient to which a man will not resort to avoid the real labor of thinking.” With”

— Robert B. Cialdini

“Often we don’t realize that our attitude toward something has been influenced by the number of times we have been exposed to…

— Robert B. Cialdini

“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. Cialdini

“the automatic, fixed-action patterns of these animals work very well the great majority of the time. For example, because only healthy, normal…

— Robert B. Cialdini

“What we present first changes the way people experience what we present to them next.”

— Robert B. Cialdini

“It is much more profitable for salespeople to present the expensive item first, not only because to fail to do so will…

— Robert B. Cialdini

“This parallel form of human automatic action is aptly demonstrated in an experiment by Harvard social psychologist Ellen Langer. A well-known principle…

— Robert B. Cialdini

“Therefore, it is possible to attach this pleasant feeling, this positive attitude, to anything (political statements being only an example) that is…

— Robert B. Cialdini

“The second important thing to understand is that we, too, have our preprogrammed tapes; and, although they usually work to our advantage,…

— Robert B. Cialdini

“More and more frequently, we will find ourselves in the position of the lower animals—with a mental apparatus that is unequipped to…

— Robert B. Cialdini

“They behave in accordance with what the contrast principle would suggest: Sell the suit first, because when it comes time to look…

— Robert B. Cialdini

“such cases it is vital to remember that scarce things do not taste or feel or sound or ride or work any…

— Robert B. Cialdini