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Influence How and Why People Agree to Things PDF é

Influence the classic book on persuasion explains the psychology of why people say yes—and how to apply these understandings Dr Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion His thirty five years of rigorous evidence based research along with a three year program of study on what moves people to change behavior has resulted in this highly acclaimed bookYou'll learn the six universal principles how to use them to become a skilled persuader—and how to defend yourself against them Perfect for people in all walks of life the principles of Influence will move you toward profound personal change and act as a driving force for your success


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    Summary This book can’t be summarized It can only be very very strongly recommendedRecommended? YES Buy it now if you haven’t read itTable of contents1 Weapons of Influence2 Reciprocation The Old Give and Takeand Take3 Commitment and Consistency Hobgoblins of the Mind4 Social Proof Truths Are Us5 Liking The Friendly Thief6 Authority Directed Deference7 Scarcity The Rule of the FewNotesBelow are my key takeaways and some interesting points but I’m telling you Buy it Read it Trust me Expensive implies quality Example gems in a jewel case that weren’t selling were marked up and then sold at a “discount” to the markup a price higher than the original price and they sold like hotcakes Power of contrast Example If you go into a men’s store they’ll try and sell you an expensive suit before the sell you the expensive sweater because the contrast makes the sweater appear affordable Reciprocity Example If someone buys you something say a Coke you’re likely to by something from them say raffle tickets Concession Example If someone tries to sell you something and you pass say 5 of 1 raffle tickets they’ll try and sell you something less that you’ll end up buying because you feel bad 1 1 raffle ticket Another term used here is “reject then retreat” Commitment leads to consistency leads to collaboration Example During the Korean war the Chinese got American soldiers to make public commitments of various things Then they made those commitments even public which the American soldiers had to stand by to be consistent That consistency then led them down a path of minor forms of collaboration – without them really thinking about it as such Writing something down even privately strengthens your commitment to something People like and believe in commitment because their image and reputation is on the line ie the Chinese concentration camp example above People like what they struggle to get even if it’s not that good Example frats hey it’s in the book don’t hate the messenger People like to feel they have control over a decision – even if they really don’t The power of social proof or the idea that if others do it it’s good Example introverted pre schoolers who saw introverted kids become social in a movie were inclined to go play Another example cults People follow the crowd because they believe in the “wisdom” of the crowd Convince and you shall be convinced Example cults where people who convince or convert others become convinced that’s why so many are evangelical Assign responsibility if you want things done Example a stabbing that took place over many minutes had 38 witnessesit happened cause everyone figured someone else would call the police The power of copycats that’ll play on social proof Example if you find a wallet of someone like you and you’re likely to return it it’s true Another scary example suicides when the press publicizes a suicide fatal “accidents” too Liking is an important part of influence Attractiveness similarity identity and context compliments contact cooperation all can make someone influential The reason good copbad cop works is because the subject feels someone is on their side Associations are powerful Bearers of good news get treated well and bad news get treated poorly Examples weathermen or Roman messengers reporting lost battles People tend to defer to authorityexperts Examples experiments involving shock therapy where people listened to a guy in a lab coat to inflict pain on another human being incredible how strong this is The power of connotations and context over content and how it can imply authority Titles and clothing do this Gaining trust Example a waiter who advises against a expensive item early in the meal will gain the trust of everyone at the table and then he can suggest expensive items and items through the course of the meal Scarcity is powerful There’s a psychological reactionpeople don’t want to lose their freedom and don’t want to lose This plays to a second point competition Invite 3 used car buyers at the same time and you’ll sell the car faster A cookie is attractive if there are two of them than if there are 10 of them Always as yourself when something is scarce will the cookie taste as good if there are 10 of them? Plus if you saw that the number went from 10 to 2 you want it even It can even lead to revoltwhen something is given and then taken away people get mad if something is never given at all they don’t know what they’re missing “It appears that commitments are most effective in changing a person’s self image and future behavior when they are active public and effortful” “The most influential leaders are those who know how to arrange group conditions to allow the principle of social proof to work maximally in their favor” “Social proof is most powerful for those who feel unfamiliar or unsure in a specific situation and who consequently must look outside of themselves for evidence of how to best behave there”