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The principle of liking states that people prefer to say yes to those they know and like from "summary" of Influence by Robert B. Cialdini
The principle of liking reveals that we are more inclined to say yes to individuals we know and like. This preference is deeply rooted in our human nature, as we tend to establish stronger connections with people we find attractive or similar to ourselves. We inherently trust those who share common interests or backgrounds with us, making it easier for us to agree with their requests. Moreover, we are more likely to comply with individuals who offer us compliments, as we are naturally drawn to those who boost our self-esteem. When someone praises us or shows genuine interest in us, we feel valued and respected, leading us to reciprocate their positive feelings. This phenomenon explains why salespeople often use flattery as a persuasive tactic, as it can significantly increase the likelihood of a successful ...
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