Robert Cialdini

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Robert Cialdini - ToolsHero

Robert Cialdini (1945, Emeritus professor) is psycholoog, onderzoeker, auteur en spreker op het gebied van psychologie, in het bijzonder het thema ‘beïnvloeden en overtuigen’. Een bekende psychologie theorie van Robert Cialdini is de science of persuasion, welke hij jaar en dag predikt als het gaat om het bereiken van doelen. Hierdoor wordt hij gezien als goeroe op dit gebied.

Biografie Robert Cialdini

Robert Cialdini is in het bezit van een doctoraat (Ph.D.), behaald aan de Universiteit van Noord Carolina (Verenigde Staten).

Daarnaast was Robert Cialdini bezoekende professor bij verschillende universiteiten waaronder de Stanford University, Universiteit van California (Verenigde Staten), Universiteit van Ohio (Verenigde Staten) en de Annenberg school van Communicatie. Inmiddels doet hij dit niet meer omdat hij Emeritus professor is.

Robert Cialdini is ook actief ondernemer en heeft een advies- en trainingsbureau genaamd ‘INFLUENCE AT WORK’. Het bureau richt zich op ethische beïnvloedings- en overtuigingstrainingen, corporate maatwerk programma’s en heeft ook een eigen gecertificeerd programma genaamd ‘Cialdini Method Certified Trainer’ (CMCT).

Robert Cialdini bediend hiermee een groot aantal internationale organisaties zoals Google, Microsoft, Cisco Systems, Bayer, Coca Cola, KPMG, Astra Zeneca, Ericsson, Kodak, Merrill Lynch, Nationwide Insurance, Pfizer, AAA, Northern Trust, IBM, GlaxoSmithKline en meer.

Eén van Robert Cialdini ’s bestsellers is het boek Influence: Science and Practice. Dit boek is in de loop der jaren doorontwikkeld aan de hand van peergroep studies en is meerdere malen herzien vanwege nieuwe invalshoeken. Het boek is meer dan twee miljoen keer over de toonbank gegaan en het is een ‘New York time bestseller’, gepubliceerd in 27 talen.

10 bekende quotes van Robert Cialdini

  1. “A well-known principle of human behaviour says that when we ask someone to do us a favor we will be more successful if we provide a reason. People simply like to have reasons for what they do.”
  2. “Embarrassment is a villain to be crushed.”
  3. “The customers, mostly well-to-do vacationers with little knowledge of turquoise, were using a standard principle—a stereotype—to guide their buying: expensive = good.”
  4. “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.”
  5. “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.”
  6. “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.”
  7. “Our best evidence of what people truly feel and believe comes less from their words than from their deeds.”
  8. “It appears that commitments are most effective in changing a person’s self-image and future behaviour when they are active, public, and effortful.”
  9. “The more effort that goes into a commitment, the greater is its ability to influence the attitudes of the person who made it.”
  10. “Whenever one takes a stand that is visible to others, there arises a drive to maintain that stand in order to look like a consistent person. For appearances’ sake, then, the more public a stand, the more reluctant we will be to change it.”

Bekende publicaties en boeken van Robert Cialdini et al.

  • 2016. Pre-Suasion: A Revolutionary Way to Influence and Persuade. Simon and Schuster.
  • 2014. The small BIG: small changes that spark big influence. Grand Central Publishing.
  • 2013. Influence. Pearson.
  • 2009. Yes!: 50 Scientifically Proven Ways to Be Persuasive. Free Press.
  • 2008, 2001, 1985. Influence: Science and Practice. Harper Business.
  • 2007. The Constructive, Destructive, and Reconstructive Power of Social Norms, Journal: Psychological Science – PSYCHOL SCI, vol. 18, no. 5, pp. 429-434.
  • 2004. Social Influence: Compliance and Conformity, Journal: Annual Review of Psychology – ANNU REV PSYCHOL, vol. 55, no. 1, pp. 591-621.
  • 2004, 2001, 1998. Social Psychology: Unraveling the Mystery. Allyn and Bacon.
  • 2001. The Science of Persuasion, Journal: Scientific American – SCI AMER, vol. 284, no. 2, pp. 76-81.
  • 2001. Training in ethical influence. In J. Darley, D. Messick, and T. Tyler (Eds.). Social influences on ethical behavior in organizations (pp. 137–153). Mahwah, NJ: Erlbaum.
  • 1997. Reinterpreting the empathy-altruism relationship: When one into one equals oneness. Journal of Personality and Social Psychology – PSP , vol. 73, no. 3, pp. 481-494
  • 1993. The transsituational influence of social norms. Journal of Personality and Social Psychology – PSP , vol. 64, no. 1, pp. 104-112
  • 1992. Understanding The Decision to Participate in a Survey. Public Opinion Quarterly – PUBLIC OPIN QUART , vol. 56, no. 4
  • 1990. A focus theory of normative conduct: Recycling the concept of norms to reduce littering in public places. Journal of Personality and Social Psychology – PSP, vol. 58, no. 6, pp. 1015-1026.
  • 1985. Influence: How and why people agree to things. Quill.
  • 1984. Mood influences on helping: Direct effects or side effects?. Journal of Personality and Social Psychology – PSP, vol. 46, no. 2, pp. 357-364.
  • 1982. Self-relevant scenarios as mediators of likelihood estimates and compliance: Does imagining make it so?. Journal of Personality and Social Psychology – PSP, vol. 43, no. 1, pp. 89-99.
  • 1980. Two indirect tactics of image management: Basking and blasting. Journal of Personality and Social Psychology – PSP, vol. 39, no. 3, pp. 406-415.

Citatie voor dit artikel:
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