Social Psychologist and Author
Lee Ross was a Canadian American social psychologist and professor at Stanford University who coined the term 'fundamental attribution error' and made lasting contributions to understanding cognitive biases. He co authored The Person and the Situation and co founded the Stanford Center on International Conflict and Negotiation.
by Lee Ross
Ross and Nisbett show behavior is shaped more by situations than personality, yet we attribute actions to character. This fundamental attribution error distorts how we judge and predict other people.
The books Lee Ross references, cites, and recommends most frequently.
by Robert Cialdini
Cialdini identifies six universal principles of persuasion: reciprocity, commitment, social proof, authority, liking, and scarcity. Understanding these triggers explains why we say yes, and how others get us to comply.
Who Lee draws from, and who draws from Lee — aggregated across every book in this collection. Counts show the number of citation links, not the depth of each one.