Influence: The Psychology of Persuasion by Robert Cialdini

The Rabbit Hole is written by Blas Moros. To support, sign up for the newsletter, become a patron, and/or join The Latticework. Original Design by Thilo Konzok.

  1. For years Cialdini studied which factors and techniques would induce people to say “yes” most of the time. He studied compliance professionals through participant observation and learned that six laws are used which correspond to human psychology. These laws are used (often maliciously) to get people to say “yes” without thinking.
Key Takeaways
  1. There are 6 weapons of influence – RCLASS
    1. Reciprocation
    2. Commitment and consistency
    3. Liking
    4. Authority
    5. Social Proof
    6. Scarcity
What I got out of it
  1. Fantastic book which explains the various influences which we can use (or can be used against us) to get others to agree. These influences can be used for good purposes or deceptively but they are designed to get past our rational brain and attack our automatic responses. Cialdini uses a great term, “click, whirr” to show when this automatic process is being used. Highly recommended