Influence The Psychology Of Persuasion By Robert Cialdini -

The free sample at Costco. The waiter who brings you a free mint with the check. The LinkedIn connection who sends you a helpful PDF out of the blue, then asks for a "quick call."

What he found were six universal shortcuts. These are mental autopilots that help us navigate an overwhelming world. But they are also levers that "compliance professionals" (the polite term for people who want something from you) pull to get your automatic agreement. influence the psychology of persuasion by robert cialdini

Cialdini says you can reject the initial gift. But if you accept it, you must realize that the "rule" is activated. You are allowed to say, "If you are giving me this to get something later, I don't want it." Or, simply define the favor for what it is: a trick. If someone gives you a flower, you are not legally obligated to buy them a house. 2. Scarcity: The Fear of Missing Out (FOMO) The Rule: The less available something is, the more we want it. The free sample at Costco

Cialdini opens with the story of the Hare Krishna society. In the 1970s, they were struggling to raise money. Then they changed their tactic. Instead of asking for donations, they started walking up to strangers in airports and handing them a flower (or a "gift" of a small book). The moment the tourist took the flower—even if they didn't want it—the Krishna would say, "This is our gift to you." Then they asked for a donation. Because the tourist felt indebted, the money poured in. These are mental autopilots that help us navigate