Top Audiobooks INFLUENCE (ROBERT B. CIALDINI) - Listening books
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Jun 12, 2023 
Renowned psychologist Robert B. Cialdini, author of "Influence: The Psychology of Persuasion," delves into the six principles of persuasion. He explains how these principles can lead to automatic agreements, exploring fascinating parallels between animal behavior and human interactions. Cialdini discusses the psychological dynamics of commitment, reciprocity, and social proof, revealing how they shape our decisions. The conversation also emphasizes the importance of understanding these tactics in navigating an increasingly manipulative world.
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The Turquoise Jewelry
- A jewelry store owner struggled to sell turquoise jewelry.
- By doubling the price, the items sold out quickly due to the "expensive=good" heuristic.
Mother Turkeys and Polecats
- Mother turkeys respond maternally to the "cheep-cheep" sound, regardless of the source.
- This "fixed-action pattern" highlights how trigger features activate automatic responses.
The "Because" Experiment
- Ellen Langer's experiment showed that using "because" increased compliance, even with a nonsensical reason.
- This demonstrates the automatic compliance response triggered by certain words.
