Robert Cialdini
Social psychologist who researches what leads people to say yes to requests; author of Influence and Pre-Suasion, which have sold more than 10 million copies in 48 languages.
Everything they publish, on ppll ↗
Robert Cialdini did not write this page.
We collected these quotes from things they published elsewhere, and every quote links to where it was said. They have no account here and have not endorsed this site. Quotes are word for word; the short line under each one is our own restatement, not their wording. Their own site. Is this you? Claim it or ask us to remove it. Or tell us what is wrong here.
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Their wordsFirst, communicators must stop highlighting accounts and images of undesirable behaviors on the part of some citizens: exercisers crowding hiking paths, revelers packing bars and beaches—many without face masks. Instead, they ought to be featuring the many more of us who are doing the opposite and acting thoughtfully on behalf of the larger community.
↗Advice for Reducing Undesirable COVID-19 Behaviorsinfluenceatwork.com 1st of 3 in this piece
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Our reading
Bemoaning an undesirable activity as frequent is a big mistake well-meaning communicators often make
Their wordsThe wording contained a mistake, a big mistake, often made by well-meaning communicators. To mobilize the public against an undesirable activity, they bemoan it as regrettably frequent.
↗Advice for Reducing Undesirable COVID-19 Behaviorsinfluenceatwork.com 2nd of 3 in this piece
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Their wordsThe one I highlighted is communicated social disapproval, which I believe is enormously influential in directing human conduct.
↗Advice for Reducing Undesirable COVID-19 Behaviorsinfluenceatwork.com 3rd of 3 in this piece
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Their wordsA useful aspect of the power of pre-suasion is that we can use it on ourselves, to achieve our personal goals.
↗A Happier You in 2017influenceatwork.com 1st of 3 in this piece
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Their wordsThis kind of search for and recognition of the many small joys in our lives—that will differ from day to day—makes the process more interesting (and fun, actually), which makes us more likely to stick with it.
↗A Happier You in 2017influenceatwork.com 2nd of 3 in this piece
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Their wordsThe second solution requires us to overcome a standard human bias—the tendency to pay greater attention to the presence of consequential things in our lives than to the absence of such things. In many situations, this is a mistake, as the lack of something can be tellingly important.
↗A Happier You in 2017influenceatwork.com 3rd of 3 in this piece
The line under a date fills as the words age, a quarter at a time: past a month, six months, a year, and three years. Empty means said within the last month; full, more than three years ago. It says when, not whether it still holds — a change of mind is marked on the claim itself.
Dashed means we only know the words existed by that date; they may be older.