You stay married, even though divorce may be the best option, because you’ve made a public commitment “til death do us part”.Maintaining your religious affiliation, even though there isn’t a shred of evidence that confirms what you believe is in any way true.Those pressures will cause us to respond in ways that justify our earlier decision.” Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment. This principle is about our “…desire to be (and to appear) consistent with what we have already done. For the ladies, if a guy takes you out to an expensive dinner, you feel obligated to go out with him again even though you weren’t that into him.At the supermarket, or a warehouse club like Costco, “free” samples encourage the reciprocity rule when they make you buy something you wouldn’t have otherwise.If someone buys you lunch, you feel obligated to buy them lunch next time.The rule possesses awesome strength, often producing a “yes” response to a request that, except for an existing feeling of indebtedness, would have surely been refused. One of the reasons reciprocation can be used so effectively as a device for gaining another’s compliance is its power. This rule states that “…we should try to repay, in kind, what another person has provided us.” Here are the 6 main principles explored in this book: Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success. You’ll learn the six universal principles, how to use them to become a skilled persuader - and how to defend yourself against them. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book. Robert Cialdini is the expert in the field of influence and persuasion.
The book explains the psychology of why people say “yes” - and how to apply these understandings. I often ask guests on my podcast to recommend their favorite books and Influence figures up in the top three books in the recommendation.
It has been mentioned in 50 Psychology Classics. It has been listed on the New York Times Best Seller list and Fortune lists it in their “75 Smartest Business Books”. Influence, the classic book on persuasion, has sold over three million copies and has been translated into thirty languages.
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