Following up on our Influence series, based on the work of Robert Cialdini. Buy the book here. Rejection-then-retreat is a devious approach because it evokes reciprocation and the principle of contrast. Just as we need to pay back favors, so too do we feel obliged to match concessions in discussions. In case a boy scout…
Tag: influence
Influence – Sometimes Our Shortcuts in Judgement Can Be Used Against Us
These thoughts are collected followed a reading of Robert Cialdini’s excellent work, Influence. Occasionally the behavior of creatures can seem ridiculously simple. Think about the mother turkey, which even attacks them or generally cares greatly for its chicks but abandons if they don’t emit their identifying “cheep-cheep” sound. Conversely, even as little as a replica…