influence rev the psychology of persuasion robert cialdini

This is the basis for one of the best interview hacks, we’ve ever seen. It’s easier to get people to comply with requests that they see as consistent with what they’ve already said (especially in your presence.) Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment. Once you accept, it becomes harder to stay outside the influence. One way to resist this is to refuse the initial favor or gift. We share secrets with people who share secrets with us. We are more likely to trust someone who trusts us. Reciprocation also works on multiple levels. And we want to say yes because this is a way to avoid confrontation. The reason it works so well is that you have two choices, you either act in a socially approved way by giving in to a request or decline and face (perceived or real) shame. Reciprocation is the basis of cashing in points, calling in a favor, owing other people one, etc. Something as small as a pen has been shown to influence people well beyond its monetary value. And, at least in this case, size doesn’t matter. Therefore, if you do something first, by giving them something or doing something nice for them, it is more likely to come back to you. People will be nice if you’re nice to them. These principles work via near-automatic response – a “nearly mechanical process by which the power within these weapons can be activated, and the consequent exploitability of this power by anyone who knows how to trigger them.” 1. Whatever the reason, it is vital that we clearly recognize one of their properties: They make us terribly vulnerable to anyone who does know how they work. Perhaps that is so precisely because of the mechanistic, unthinking manner in which they occur. … It is odd that despite their current widespread use and looming future importance, most of us know very little about our automatic behavior patterns. But the compliance practitioners have much more than the vague and amateurish understanding of what works than the rest of us have. We all employ them and fall victim to them, to some degree, in our daily interactions with neighbors, friends, lovers, and offspring. The book highlights six principles of persuasion, which most commonly and effectively are used by compliance practitioners. Cialdini has spent a lifetime researching the psychology of compliance. The go-to book on the psychology of persuasion is Robert Cialdini’s Influence. Learning about the ways people (honestly and dishonestly) influence you is one of the best things to learn early in life.īut it’s never too late. We get a lot of emails from people asking us about the psychology of persuasion. In this post, we explore the six major principles of persuasion and how you can use them in your life to supercharge your ability to change other people’s minds. Influence is one of the defining texts on the psychology of persuasion.

Influence rev the psychology of persuasion robert cialdini