Роберт Чалдини

Robert Beno Cialdini is the Regents' Professor Emeritus of Psychology and Marketing at Arizona State University and was a visiting professor of marketing, business and psychology at Stanford University, as well as at the University of California at Santa Cruz. He is best known for his 1984 book on persuasion and marketing, Influence: The Psychology of Persuasion. The book has sold over three million copies and has been translated into thirty languages. It has been listed on the New York Times Best Seller list; additionally, Fortune lists the book in their "75 Smartest Business Books".

One of Cialdini's other books, Yes! 50 Scientifically Proven Ways to Be Persuasive, was a New York Times Bestseller; and another of his books, The Small BIG: Small changes that spark a big influence, was a Times Book of the year. Cialdini's most-recent book is Pre-suasion, which was published in 2016.
years of life: 24 April 1945 present


Anthony Kummerfeldthas quoted9 months ago
“Well, if it is your feeling that a fine set of encyclopedias is not right for you at this time, perhaps you could help me by giving me the names of some others who might wish to take advantage of our company’s great offer. What would be the names of some of these people you know?”
zanyar baezhas quoted2 years ago
If you were to find yourself in such a situation with the realization that the primary motive of the inspector’s visit was to sell you a costly alarm system, your most effective next action would be a simple, private maneuver. It would involve the mental act of redefinition. Merely define whatever you have received from the inspector—extinguisher, safety information, hazard inspection—not as gifts, but as sales devices, and you will be free to decline (or accept) his purchase offer without even a tug from the reciprocity rule: A favor rightly follows a favor—not a piece of sales strategy. And if he subsequently responds to your refusal by proposing that you, at least, give him
zanyar baezhas quoted2 years ago
some friends he might call on, use your mental maneuver on him again. Define his retreat to this smaller request as what (it is hoped after reading this chapter) you recognize it to be—a compliance tactic. Once done, there would be no pressure to offer the names as a return concession, since his reduced request would not be viewed as a real concession. At this point, unhampered by an inappropriately triggered sense of obligation, you may once again be as compliant or noncompliant as you wish
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