Sublime

Each principle is examined as to its ability to produce a distinct kind of automatic, mindless compliance from people: a willingness to say yes without thinking first. The evidence suggests that the ever-accelerating pace and informational crush of modern life will make this particular

Mientras los estímulos que saturan nuestras vidas sigan creciendo de una forma más compleja y variable, tendremos que depender cada vez más de nuestros atajos para poder manejarlos todos.

a major thesis of this book: frequently the factor most likely to determine a person’s choice in a situation is not the one that counsels most wisely there; it is one that has been elevated in attention (and, thereby, in privilege) at the time of the decision.

social proof is most powerful for those who feel unfamiliar or unsure in a specific situation and who, consequently, must look outside of themselves for evidence of how best to behave there.

che cosa non funziona: lo garantisce la legge della sopravvivenza.

You can read Robert Cialdini,

Outside the government arena, the benefits of a give-and-take versus a don’t-back-down approach to negotiations is reflected in an account by the social psychologist Lee Ross of two brothers (Ross’s cousins) who own a large discount pet-supply company in Canada. The brothers have to negotiate for warehouse space in multiple cities where their produ