|
|
Influence:
In combination, the influences of reciprocity and perceptual contrast present a fearsomely powerful force.
|
58 |
|
|
Influence:
…a person who feels responsible for the terms of a contract will be more likely to live up that contract.
|
65 |
|
|
Influence:
…an agreement that has been forged through the concessions of one’s opponents is quite satisfying.
|
65 |
|
|
Influence:
We will always encounter authentically generous individuals as well as many people who try to play fairly by the reciprocity rule rather than exploit it.
|
68 |
|
|
Influence:
A favor rightly follows a favor – not a sales scheme.
|
70 |
|
|
Influence:
Few of us would be surprised to learn that we are more influenced by the people we like – for example, our friends.
|
73 |
|
|
Influence:
…it’s a fool’s errand to try to overcome faith-based, emotionally held beliefs with logical argumentation, as each represents a separate way of knowing.
|
74 |
|
|
Influence:
For would-be persuaders, the message is plain: to change feelings, counteract them with other feelings; and liking for a communicator offers a useful source of such feelings.
|
75 |
|
|
Influence:
Although it is generally acknowledged that good-looking people have an advantage in social interaction, research indicates we may have sorely underestimated the size and reach of that advantage.
|
82 |
|
|
Influence:
We automatically assign to good-looking individuals such favorable traits as talent, kindness, honesty, agreeableness, trustworthiness, and intelligence.
|
83 |
