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Loïc Bicamumpaka's Reviews > Influence: The Psychology of Persuasion
Influence: The Psychology of Persuasion
by Robert B. Cialdini
by Robert B. Cialdini
"Just what are the factors that cause one person to say YES to another person?
All the weapons of influence discussed in this book work better under some conditions than under others.
1. RECIPROCITY - The rule says that we should try to repay, in kind, what another person has provided us.
The beauty of the free sample, is that it is also a gift and, as much, can engage the reciprocity rule: many people find it difficult to accept a sample from the always-smiling attendant, return only the toothpick, and walk away.
There is an obligation to give, an obligation to receive, and an obligation to repay.
2. COMMITMENT & CONSISTENCY - Our nearly obsessive desire to be (and to appear) consistent with what we have already done.
TIP ON GOALS: Set a goal and write it down. Whatever the goal, the important thing is that you set it, so you've got something for which to aim. There is something magical about writing things down.
3. SOCIAL PROOF - One means we use to determine what is correct is to find what other people think is correct. The principle applies especially to the way we decide what constitutes correct behavior. We view a behavior as more correct in a given situation to the degree that we see others performing it.
In general, when we are unsure of ourselves, when the situation is unclear or ambiguous, when uncertainty reigns, we are most likely to look to and accept the actions of others as correct.
4. LIKING - We most prefer to say yes to the requests of someone we know and LIKE. This simple rule is used in hundreds of ways by total strangers to get us to comply with their requests.
5. AUTHORITY - We are trained from birth that obedience to "proper" authority is right, and disobedience is wrong.
Information from a recognized authority can provide us a valuable shortcut for deciding how to act in a situation.
WE DON'T HAVE TO THINK, THEREFORE, WE DON'T. (sometimes it's best to avoid shortcuts)
6. SCARCITY - Opportunities seem more valuable to us when their availability is limited. (People want what they can't have)
As opportunities become less available, we lose freedoms; and we hate to lose the freedoms we already have."
Probably one of the best books I've read. A must read if you're doing business; or if you want to understand why you buy things.
All the weapons of influence discussed in this book work better under some conditions than under others.
1. RECIPROCITY - The rule says that we should try to repay, in kind, what another person has provided us.
The beauty of the free sample, is that it is also a gift and, as much, can engage the reciprocity rule: many people find it difficult to accept a sample from the always-smiling attendant, return only the toothpick, and walk away.
There is an obligation to give, an obligation to receive, and an obligation to repay.
2. COMMITMENT & CONSISTENCY - Our nearly obsessive desire to be (and to appear) consistent with what we have already done.
TIP ON GOALS: Set a goal and write it down. Whatever the goal, the important thing is that you set it, so you've got something for which to aim. There is something magical about writing things down.
3. SOCIAL PROOF - One means we use to determine what is correct is to find what other people think is correct. The principle applies especially to the way we decide what constitutes correct behavior. We view a behavior as more correct in a given situation to the degree that we see others performing it.
In general, when we are unsure of ourselves, when the situation is unclear or ambiguous, when uncertainty reigns, we are most likely to look to and accept the actions of others as correct.
4. LIKING - We most prefer to say yes to the requests of someone we know and LIKE. This simple rule is used in hundreds of ways by total strangers to get us to comply with their requests.
5. AUTHORITY - We are trained from birth that obedience to "proper" authority is right, and disobedience is wrong.
Information from a recognized authority can provide us a valuable shortcut for deciding how to act in a situation.
WE DON'T HAVE TO THINK, THEREFORE, WE DON'T. (sometimes it's best to avoid shortcuts)
6. SCARCITY - Opportunities seem more valuable to us when their availability is limited. (People want what they can't have)
As opportunities become less available, we lose freedoms; and we hate to lose the freedoms we already have."
Probably one of the best books I've read. A must read if you're doing business; or if you want to understand why you buy things.
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Reading Progress
| 02/03/2016 | marked as: | currently-reading | ||
| 02/21/2016 | marked as: | read | ||
