The contrast principle is well established in the field of perception and it affects the way we see the physical world. But it also operates in the social and psychological realms, where we assess differences in the things we feel, hear, and do.Robert Cialdini
We like people who are similar to us. This fact seems to hold true whether the similarity is in the area of opinions, personality traits, background, or lifestyle.Robert Cialdini
A well-known principle of human behavior says that when we ask someone to do us a favor, we will be successful if we provide a reason. People simply like to have reasons for what they do.Robert Cialdini
There is a principle of human perception, the contrast principle, that affects the way we see the differences between two things that are presented one after another. Simply put, if the second item is fairly different from the first, we will tend to see it as more different than it actually is.Robert Cialdini
When we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment.Robert Cialdini
Several well-known experiments reveal that individuals unlikely to comply with a significant request will often comply if it is preceded by one or more smaller requests.Robert Cialdini
The rule for reciprocity and the power of concessions have such force, that they cause people to perform actions that they had otherwise avoided.Robert Cialdini
The principle of social proof states that one means we use to determine what is correct is to find out what other people think is correct.Robert Cialdini
It is easier to resist at the beginning than at the end.Leonardo Da Vinci (quoted by Robert Cialdini)
Authorities — An individual's behavior is more likely to align with an authority figure's guidance or mandate.Robert Cialdini
Scarcity — Opportunities seem more valuable when they are less available.Robert Cialdini