Influence: The Psychology of Persuasion

p189 - Conditioning and Association

• weathermen "pay price"
• people assume we have the same personality traits as our friends

  In one study men who saw a new-car ad with a young model rated it faster, better designed, more expensive-looking...

  p195 - "to be liked, you should connect yourself to good news but not bad news." ... e.g. - "...with great news"//"... a phone call"

  p210 - on torture: "When it is their job, how much suffering will ordinary people be willing to inflict on an entirely innocent other person?" - as much pain as was available

  p214 - "obedience-to-authority" experiment (Milgram)

  p234 - example of a successful waiter - "Seeming to argue against his financial interests served those interests extremely well."

  p237 - Ch.7 Scarcity (The Rule of the Few) - "The way to love anything is to realize that it might be lost". G.K. Chesterton

  p256 - "scarcity principle" - The cookie in short supply was rated as more desirable to eat in the future, more attractive as a consumer item, and more costly than the identical cookie in abundant supply."

p111 - Commitment and Consistency
"Knowing what I know about the real price of gasoline, if I could go back in time, whould I make the same choice again?"

p132- "ignoring one's neighbours as often as possible is a matter of physocological survival in big cities."

p136 - bystander inaction occur in our cities because of 3 reasons

p146 - Werthner's effect (suicides)

p163 - social proof - We assume that if a lot of people are doing the same thing, they must know smth we don't. Esp, when we are uncertain...
Second, quite frequently the crowd is mistaken because they are not acting on the basis of any superior info but are reacting, themselves, to the principle of social proof.

Liking: attractive defendants were twice as likely to avoid jail.

Contrast principle - p12 (shopping for a suit, then for a sweater)
Rule for reciprocation - a flower from Krishna = then solicitor brings money
A large-request-than-smaller-request-sequence

p74 - "Be very careful about agreeing to trivial requests. Such agreements may increase your compliance with larger requests, it can also make you more willing to perform a larger favor (remotely connected)

p82 - "Writing is believing" - because good personal consistency is a desirable trait

p85 - written commitments are really effective