Robert B. Cialdini's Influence: The Psychology of Persuasion examines the compliance methods by which marketers, salespeople, and others, such as cult leaders, pressure people into doing things they would not otherwise do. There are six basic compliance tools: reciprocity, consistency, social proof, liking, authority, and scarcity. Listeners can learn specific techniques to resist each.
Humans rely on standard responses in many situations. For example, when one person gives another a gift, the recipient automatically feels indebted and is inclined to reciprocate. These mental shortcuts are usually helpful both to the individual and to society as a whole. Reciprocity helps facilitate mutual aid, which in turn helps solidify social bonds. These bonds in turn strengthen both the group and the individuals within it....
Please Note: This is key takeaways and analysis of the book and not the original book.
Inside this Instaread summary of Influence:
Overview of the book
Analysis of Key Takeaways