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contrast principle
Robert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
extraordinary, given
Robert B. Cialdini • Pre-Suasion: A Revolutionary Way to Influence and Persuade
Attention should be channeled to one or another of the universal principles of influence treated in my earlier book, Influence: reciprocity, liking, authority, social proof, scarcity, and consistency.
Robert B. Cialdini • Pre-Suasion: A Revolutionary Way to Influence and Persuade
Robert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
Compare that to the wisdom of employing a commitment procedure.
Robert B. Cialdini • Pre-Suasion: A Revolutionary Way to Influence and Persuade
what behavior scientists call the next-in-line effect,
Robert B. Cialdini • Pre-Suasion: A Revolutionary Way to Influence and Persuade
I identified only six psychological principles that appeared to be deployed routinely in long-prospering influence businesses. I’ve claimed that the six—reciprocation, liking, social proof, authority, scarcity, and consistency—represent certain psychological universals of persuasion; and I’ve treated each, one per chapter, in my earlier book, Influ
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