This is one of my favorite books. Now you can learn the art of and science of prediction! Professor Philip Tetlock of Upenn and Wharton Business School, has been studying forecasting for over 35 years. Tetlock was curious if experts were good at predicting...
From Robert Cialdini's "Influence" The Scarcity Principle "opportunities seem more valuable to us when their availability is limited—" (p. 238)"If it is rare or becoming more rare, it is more valuable." (p. 239) Examples: The Mormon Church was just renovated. Cialdini...
From Robert Cialdini's "Influence" Authority Principle When people see an "Authority" figure, they tend not to question them, and simply follow their orders. People underestimate the power of Authority. Milgram sets up an experiment. There is a subject who must answer...
9 Traps in Decision Making The Storytelling Trap"Storytelling makes us construct a coherent story from a selection of facts. But this is never the only possible story, and it can lead us into error." (p. 35) The Imitation Trap"Attribution error leads us to attribute...
Oliver Sibony's "You're About to Make a Terrible Mistake!" Favorite Quotes From "You're About to Make a Terrible Mistake" "Even if you are a competent, careful, and hardworking executive, you might end up making avoidable, predictable mistakes. This is precisely the...
From Robert Cialdini's "Influence" Social Proof Principle "The principle of social proof states that we use information about how others have behaved to help us determine proper conduct for ourselves. But as the dropped-wallet experiment showed, we are most influenced...
From Robert Cialdini's "Influence" Commitment and Consistency Principle. "Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment. Those pressures will cause us to respond in ways...
From Robert Cialdini's "Influence" The Reciprocity Principle. "The rule says that we should try to repay, in kind, what another person has provided us.""If a woman does us a favor, we should do her one in return; if a man sends us a birthday present, we should...
From Robert Cialdini's "Influence" Contrast Principle "the contrast principle, that affects the way we see the difference between two things that are presented one after another. Simply put, if the second item is fairly different from the first, we will tend to see it...
By Chris Voss' "Never Split the Differenece" How to Negotiate Your Rent. (p. 208) Mishary- "At their meeting, Mishary laid out his situation. His experience in the building had been really positive, he said. And, he pointed out, he always paid on time. It would be sad...