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First, compared to the two other approaches, the strategy of starting with an extreme demand and then retreating to the more moderate one produced the most money for the person using it. This result is not surprising in light of the previous evidence we have seen for the power of larger-then-smaller-request tactics to bring about profitable agreeme
... See moreRobert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
Influence, New and Expanded: The Psychology of Persuasion
Robert B. Cialdini • 56 highlights
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A third sample of visitors was greeted warmly and given a small cup of yogurt. Even though the retail value of the yogurt equaled that of the key ring, it increased food purchased much more, to 24 percent. Why? Because visitors entered with a need for food, and matching the gift to the need made the difference.
Robert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
A method for predictably altering behavior without restricting options or significantly changing incentives.
William Lidwell, Kritina Holden, Jill Butler • Universal Principles of Design, Revised and Updated: 125 Ways to Enhance Usability, Influence Perception, Increase Appeal, Make Better Design Decisions, and Teach through Design
The clear-cut impact of a gift’s unexpectedness became evident when the waitress tried yet a third technique. After offering guests one chocolate from her basket and turning to walk away, she unexpectedly returned to the table and offered a second chocolate to each diner. As a result, her average tip improved by 21.3 percent.
Robert Cialdini • Pre-Suasion: A Revolutionary Way to Influence and Persuade
