Influence By Robert Cialdini: Summary (7 Principles) | Power Dynamics™

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Top Highlights

• Pluralistic Ignorance and Letting People Die

• The 6 influencing principles are: reciprocity commitment authority social proof scarcity liking

• Reciprocity

• overwhelms the feeling of liking or not liking someone

• Carter’s problems as an outsider

• Concessions and the Rejection and Retreat Technique

• The technique works by making a big initial request which will be turned down. Then you make the second request which is the one you really wanted to go for all along.

• The Scrounging Boyfriend

• “I’m glad to hear you are well, because I’m calling to see if you’d be willing to make a donation for the unfortunate victims of X for whom things are not going too well”.

• The Foot in the Door Technique & Self Image

• The foot in the door technique uses the Commitment and Consistency principle by starting small and then asking for more after the initial commitment has been done.

• The Low-Ball technique exploits the Commitment and Consistency rule by offering a very low price to get an initial commitment.

• Actions Only Matter: The Chinese Brainwashing

• Written Statements Increase Compliance

• What you do then is to tell them exactly what they’re doing on you.

• When nobody reacts it’s a sort of Spiral of Silence situation where everybody is taking everyone’s inaction as a cue they shouldn’t act either. This phenomenon is called Pluralistic Ignorance.

• Association and Sportsfan