Influence: The Psychology of Persuasion by Dr. Robert Cialdini, Ph.D.
We all lean on mental shortcuts in order to navigate our complex world without wearing out our poor brains. Social psychologist Dr. Robert Cialdini shows how would-be influencers exploit these shortcuts to get us to comply with their requests. His book overflows with (sometimes hokey) examples of these crafty techniques, along with guidance on how to “say no” when we ourselves are the targets. Many seem rather obvious (we buy things from people we like; attractive people get all sorts of breaks in life). Still, many of the points are powerful and Cialdini gives clues to how six key principles of influence can be ethically put to good use by leaders, coaches, teachers and parents to persuade others into positive action.
HIGHLIGHT(S): Suppose you want me to agree to a certain request. One way to increase your chances would be first to make a larger request of me, one that I will most likely turn down. Then, after I have refused, you would make the smaller request that you were really interested in all along. I should view your second request as a concession to me and should feel inclined to respond with a concession of my own, the only one I would have immediately open to me—compliance with your second request.
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