Why can one person influence the actions of another? What determines the behavior of a person when he is approached with a request or demand? The famous American psychologist Robert Cialdini found the answers to these questions. His research in social psychology, persuasion and influence psychology has made significant contributions to science.
From the biography of Robert Cialdini
The future famous American psychologist was born on April 24, 1945. Fame came to Robert after the publication of his book "The Psychology of Influence".
Cialdini received a solid professional education. He studied at the universities of North Carolina and Wisconsin. Graduated from Columbia University (New York).
Throughout his research career, Robert worked primarily at the University of Arizona. In addition, Cialdini taught and conducted research at Ohio State University, Stanford University and a number of other research and educational centers in the United States.
In 1996, Cialdini headed the Society for Personality Psychology and Social Psychology, becoming its president. He was awarded a number of prizes for his contribution to the development of social psychology and for teaching psychological science.
Cialdini stopped his scientific activities in 2009.
Research results by Robert Cialdini
Robert is considered a specialist in experimental social psychology. A number of his studies were devoted to the study of the so-called psychology of compliance. Cialdini tried to figure out how the mechanisms of demands and requests work. The scientist called them "mechanisms of influence."
In the center of the research of the American psychologist were also questions related to the peculiarities of interpersonal relationships. In his books, Robert examines cases from his own practice. Here is one such example.
Once on the street, a boy scout approached Cialdini and offered to buy tickets for some performance from him - at five dollars apiece. The psychologist flatly refused. Then the boy replied, “Okay. Then buy a couple of chocolate bars from me for a dollar apiece. Cialdini did not object and immediately complied with the scout's request.
After a while, Robert thought about it. He does not like chocolate, cares about the welfare of the family, and therefore appreciates every dollar earned. Why then did he buy these ill-fated tiles?
The psychologist came to the conclusion that the resourceful child skillfully used the principle of influencing the consumer. The essence of the technique is to put forward deliberately high demands, and then step back.
Using similar examples, the scientist examines other mechanisms of mutual influence of people, their possible causes and consequences.
The circulation of the book "The Psychology of Influence" has exceeded one million copies. This work has been translated into nine languages. Research by an American psychologist sheds light on consumer behavior and the development of social relations in situations where conflicts of interest may arise. Cialdini's speeches and books were received with great attention by representatives of the military and business circles, as well as by employees of the United States Department of Justice.
