Weapons of Influence

Cialdini describes six “weapons of influence”

  1. Reciprocity: people will repay favors.
  2. Commitment and Consistency: people will stick to commitments made publicly.
  3. Social Proof: people will do what other people do.
  4. Authority: people obey authority figures.
  5. Liking: people are more influenced by those they like.
  6. Scarcity: people desire what is perceived as scarce.

From Never mind what people believe—how can we change what they do? A chat with Robert Cialdini

Books to read:

  • Influence: The Psychology of Persuasion
  • Yes!: 50 Scientifically Proven Ways to Be Persuasive
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