Influence: 2 Minutes Summary

1 SENTENCE SUMMARY: In Influence, Robert Cialdini explores the psychological and social forces that motivate us to say “yes” and how we can defend ourselves against unwanted influence.

“The person who seeks influence must be willing to offer something rare and valuable in return for what he or she desires.” – Robert Cialdini, Influence

Quick Info

Overview

Influence by Robert Cialdini is a groundbreaking book that explores the psychology of persuasion.

It provides readers with an in-depth look at the six universal principles of persuasion, which, when used properly, can be used to influence the behavior of others.

Cialdini draws on decades of research and experience to show how understanding these principles can help us effectively influence others and make them more likely to take positive action.

He also provides strategies on how to protect ourselves from being manipulated by others.

Through a combination of interesting case studies and personal anecdotes, Cialdini provides readers with a comprehensive and inspiring guide to understanding the power of influence.

4 Key Lessons from Influence by Robert Cialdini

1. Reciprocity

This principle states that people are likely to repay favors, gifts, or acts of kindness by returning the same action.

It’s important to understand that this is a two-way street.

If you want to get something from someone, you should also be willing to give something in return.

This could be a tangible gift or a favor, but it could also be something intangible such as respect or appreciation.

By understanding and applying this principle, you can build strong relationships with people and foster a mutually beneficial environment.

2. Commitment and Consistency

We are more likely to stick to decisions and behaviors that we have already committed to.

This means that if you can get someone to make a small commitment to you, they are more likely to follow through with it.

This could be as simple as asking them to sign up for a newsletter or a small purchase.

Once they make that commitment, they are more likely to follow through with it and become a loyal customer or supporter.

3. Social Proof

People are more likely to do something if they believe that it is the norm, or that many other people are doing it.

This means that if you can show that your product or service is popular and has lots of positive reviews, people are more likely to be interested in it.

4. Authority

People are more likely to comply with requests from people in positions of authority.

This means that if you want to get someone to do something, you should make sure to establish yourself as an authority figure in the situation.

This could be done by dressing a certain way, speaking with confidence, and displaying your knowledge and expertise.

Who Should Read It

This book is ideal for entrepreneurs, marketers, salespeople, and anyone who is looking to learn the psychology behind persuasion and influence.

Where to Get It

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About Robert Cialdini

Robert Cialdini is an American psychologist and author, best known for his 1984 book, Influence: The Psychology of Persuasion.

He is currently Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.

Cialdini’s research has been used to create effective policies and practices in corporate settings, government, and education.

He is the author of seven books, including Influence, Pre-Suasion, Yes!, and The Small Big.

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Other Psychology Books you may Like:

• Best Psychology Books
• Mistakes Were Made, But Not by Me by Carol Tavris
• Noise by Daniel Kahneman
• Personality Isn’t Permanent by Benjamin Hardy
• Predictably Irrational by Dan Ariely

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Over to You

If you already read Influence by Robert Cialdini, please take a moment to rate it and maybe write your feedback in the comments. You’ll help other readers make the best choice.

Thanks a lot,
Simon

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