Influence: Science and Practice by Robert Cialdini
“Influence: Science and Practice” by Robert Cialdini is a book that explores the psychology of persuasion and the various tactics people use to influence others. The author draws on years of research in social psychology to explain how six key principles – reciprocity, commitment and consistency, social proof, liking, authority, and scarcity – can be leveraged to persuade people to comply with requests.
Cialdini provides real-world examples and anecdotes to illustrate how these principles can be used in a variety of contexts, from sales and marketing to politics and personal relationships. He also cautions readers to be aware of the potential for these tactics to be used unethically, and offers advice on how to defend against them.
Overall, “Influence: Science and Practice” is a fascinating exploration of the art and science of persuasion, and is recommended reading for anyone interested in understanding how and why people are influenced by others.
The desire to reduce cognitive dissonance leads us to seek consistency among our beliefs, values, and actions. Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment.
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The Review
The book is a comprehensive and well-written exploration of the psychology of persuasion, and it offers valuable insights into how people can be influenced in a variety of contexts. Cialdini’s use of real-world examples and anecdotes helps to bring his points to life and makes the book an engaging and enjoyable read.
One of the strengths of the book is its focus on the ethical considerations surrounding persuasion and influence. Cialdini is careful to highlight the potential for these tactics to be used unethically and provides readers with advice on how to protect themselves against manipulation.
However, some readers may find the book to be a bit repetitive at times, as Cialdini revisits the same principles multiple times throughout the book. Additionally, while the book is grounded in research, some readers may find it lacks the depth and rigor of a more academic text.
Overall, “Influence: Science and Practice” is a highly recommended read for anyone interested in the art and science of persuasion. It offers practical insights and strategies that can be applied in a variety of contexts, while also encouraging readers to think critically about the ethical implications of persuasion and influence.
THE CHAPTERS
Here are the chapters in “Influence: Science and Practice” by Robert Cialdini:
- Weapons of Influence
- Reciprocation: The Old Give and Take…and Take
- Commitment and Consistency: Hobgoblins of the Mind
- Social Proof: Truths Are Us
- Liking: The Friendly Thief
- Authority: Directed Deference
- Scarcity: The Rule of the Few
The book also includes a conclusion, as well as notes and references for further reading.
“Very Good is Bad. Because if your idea is very good, then a lot of other people have probably already done it. It’s not remarkable. It’s not new. It’s not unique.” – Seth Godin, “Purple Cow: Transform Your Business by Being Remarkable”
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