Influence: The Psychology of Persuasion by Robert B. Cialdini

Robert Cialdini dissects all the different tactics that marketers have known for years on how to get people to do things they initially had no desire for. Through careful analysis and explanation he goes one by one over these techniques and how to counter them. The author’s impetus for even conducting this study a sincere desire to understand himself better because of how many times he had been duped, sold, tricked, conned and convinced into purchasing/doing things against his true wishes.

These Weapons of Influence are

1- Reciprocation (feeling indebt to return a favor)
2- Commitment and Consistency (People naturally don’t like change, they want predictability)
3- Social Proof (If everyone is doing it, that is proof enough)
4- Liking (We are more susceptible to being influenced by those we like)
5- Authority (Many are more than happy to put blind faith in authority)
6- Scarcity (Ahh the central tenet of Economics, also has a powerful emotional appeal)

10 comments

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