The article explores compliance behavior and the psychological principle of liking, as explained by social psychologist Robert Cialdini. He asserts that we are more inclined to say 'yes' to individuals we find likable, an instinct many people intuitively understand. Liking can be significantly influenced by similarity; we tend to prefer those who share common traits or backgrounds with us. Cialdini illustrates this through personal anecdotes, emphasizing the importance of finding genuine areas of similarity rather than superficial ones to elicit compliance from others.
"Absent other factors, without liking, compliance is, well, unlikely."
"Most people know this intuitively. If we want someone to comply with a request, we are on our best, likeable behavior."
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