The Person and the Situation
The principles—reciprocation, liking, social proof, authority, scarcity, commitment and consistency, and unity—are discussed both in terms of their function in society and in terms of how their enormous force can be commissioned by a compliance professional who deftly incorporates them into requests for purchases, donations, concessions, votes, or ... See more
Robert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
Correspondence bias: making inferences about someone’s unique disposition from behavior that can be entirely explained by the situation in which it occurs. When we see someone else kick a vending machine, we think they are “an angry person,” but when we kick the vending machine, it’s because the bus was late, the train was early, and the machine at
... See moreEliezer Yudkowsky • Rationality
Consider what you see and read from individuals as entertainment, not as education. Similarly, be aware that the function of an individual agent outside the system may be very different from that function within the system.
Michael J. Mauboussin • Think Twice: Harnessing the Power of Counterintuition
Environment is the invisible hand that shapes human behavior. Despite our unique personalities, certain behaviors tend to arise again and again under certain environmental conditions. In church, people tend to talk in whispers. On a dark street, people act wary and guarded. In this way, the most common form of change is not internal, but external:
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