By concentrating our attention on the effect rather than the causes, we can avoid the laborious, nearly impossible task of trying to detect and deflect the many psychological influences on liking.

Pre-suasion is the practice of getting people sympathetic to your message before they experience it.

Pre-suasion is the practice of getting people sympathetic to your message before they experience it. It's the ability to cause people to have something at the top of their consciousness that makes them receptive to your message that's yet to come.

The obligation to receive reduces our ability to choose whom we wish to be indebted to and puts that power in the hands of others.

The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of concessions that will yield a desirable final offer from the opponent, yet is not so outlandish as to be seen as illegitimate from the start.

There's a difference between a mystery and a question. Questions demand answers, but a mystery demands something more valuable-explanation.

We will use the actions of others to decide on proper behavior for ourselves, especially when we view those others as similar to ourselves