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Influence: The Psychology of Persuasion (Collins Business Essentials)
amazon.com
The principles—reciprocation, liking, social proof, authority, scarcity, commitment and consistency, and unity—are discussed both in terms of their function in society and in terms of how their enormous force can be commissioned by a compliance professional who deftly incorporates them into requests for purchases, donations, concessions, votes, or ... See more
Robert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
One favorite and profitable tactic of certain compliance professionals is to give something before asking for a return favor. The exploitability of the tactic is due to three characteristics of the rule of reciprocation. First, the rule is extremely powerful, often overwhelming the influence of other factors that normally determine compliance with ... See more
Robert B. Cialdini • Influence, New and Expanded: The Psychology of Persuasion
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
... See moreRobert B. Cialdini • Pre-Suasion: A Revolutionary Way to Influence and Persuade
Mass Persuasion Method : Activate the 8 Psychological Switches That Make People Open Their Hearts, Minds and Wallets for You (Without Knowing Why They are Doing It)
amazon.com
Known by the mnemonic CLARCCS, Cialdini’s six cues are: 1. Comparison: The power of your peers. 2. Liking: The Balance Theory. “I like you...take my money!” 3. Authority: Cracking the code of credibility.