Influence the psychology of persuasion

Yes, power and influence are indeed used for selfish, manipulative, and immoral purposes, but not necessarily and certainly not always. Power and influence are neutral forces that can also be, and often are, used for good. To be able to use them for good, however—or to be able to protect oneself and others from the misuse of power and influence—one must understand what they are and how they work. In a series of blog posts beginning with this one, my goal will be to help readers do just that. The Difference Between Power and Influence Although the concepts certainly overlap, power and influence can be distinguished. Power is the ability of individuals to enact change or control over situations, events, and people. It is often granted by official titles or offices and is therefore visible and recognizable to others. Influence, on the other hand, is more subtle and sometimes invisible. It is the ability to bring others around to your way of thinking, not because you control the situation as you might with power, but because you persuade others to view a situation or thing in a certain way. Exercising power can bring compliance, even if it’s reluctant compliance. Exercising influence can bring consent, consciously or not. • Consistency: We generally like to be consistent with our own words and actions because if we are not, it causes • Reciprocity: When you give or offer something to people, the natural tendency is for them to feel a measure of indebtedness to you. A • Social ...

1. Reciprocation As a child, I noticed that whenever I was in a mall, salespeople would reach over to my mother and offer her a dollop of hand cream, a tiny vial of perfume, or a branded knickknack, to which she would, almost without fail, wave her hand in protest. When I asked her why she refused the kind gesture, she would say it was because she didn’t want to be indebted to the gift-giver to purchase anything. Indeed, the principle of reciprocity is a strong one, because in our evolutionary history, gives, we feel the need to give back. When trying to persuade through reciprocation, the key is to provide information that is helpful and positive, because, as Cialdini puts it, “there is a natural human tendency to dislike a person who brings us unpleasant information, even when that person did not cause the bad news. The simple association with it is enough to stimulate our dislike.” And, as detailed below, there is very little hope of exerting influence if we are disliked. 2. Social Proof Here’s an easy exercise you can try at home: Play your favorite show which featured a laugh track ( Friends, How I Met Your Mother, and The Big Bang Theory are all good examples), and then watch it with the laugh track removed (some muted versions of popular shows are available on YouTube) or just on mute with closed captioning on. Chances are, the scenarios in the shows won’t be as funny as you had first thought. According to research, audiences laugh longer and more often when a laugh...

The cornerstone of the psychology of persuasion is a set of six principles delineated by pioneering researcher Robert Cialdini, professor emeritus at Arizona State University. People are often faced with an overwhelming amount of information when making a decision, so they end up relying on intuitive concepts. Studies by Cialdini and others have revealed how six principles—reciprocity, scarcity, authority, consistency, liking, and consensus—are surprisingly universal. The psychologist Robert Cialdini developed • Reciprocity: People feel the need to give back to someone who provided a product, service, or information. • Scarcity: People want items that they believe are in short supply. • Authority: People are swayed by a credible expert on a particular topic. • Consistency: People strive to be consistent in their beliefs and behaviors. • Likability: People are influenced by those who are similar, complimentary, and cooperative. • Consensus: People tend to make choices that seem popular among others. Telling someone not to do something is often the best way to get them to do it—what’s colloquially referred to as “reverse psychology.” Research finds that when people are told they must do something, they are quickly and strongly motivated to do the opposite. Another strategy is to mention people’s freedom: Careers today often rely on building a strong and persuasive personal brand, yet self-promotion can be uncomfortable for some people. A few tips can help you Using your plat...

The foundational and wildly popular go-to resource for influence and persuasion--a renowned international bestseller, with over 5 million copies sold--now revised adding: new research, new insights, new examples, and online applications. In the new edition of this highly acclaimed bestseller, Robert Cialdini--New York Times bestselling author of Pre-Suasion and the seminal expert in the fields of influence and persuasion--explains the psychology of why people say yes and how to apply these insights ethically in business and everyday settings. Using memorable stories and relatable examples, Cialdini makes this crucially important subject surprisingly easy. With Cialdini as a guide, you don't have to be a scientist to learn how to use this science. You'll learn Cialdini's Universal Principles of Influence, including new research and new uses so you can become an even more skilled persuader--and just as importantly, you'll learn how to defend yourself against unethical influence attempts. You may think you know these principles, but without understanding their intricacies, you may be ceding their power to someone else. Cialdini's Principles of Persuasion: • Reciprocation • Commitment and Consistency • Social Proof • Liking • Authority • Scarcity • Unity, the newest principle for this edition Understanding and applying the principles ethically is cost-free and deceptively easy. Backed by Dr. Cialdini's 35 years of evidence-based, peer-reviewed scientific research--including a ...