book-notes

Influence: The Psychology of Persuasion

by Robert B. Cialdini, Ph.D.

Ch 1: Weapons of Influence

Ch 2: Reciprocation

The Rule Is Overpowering
The Rule Enforces Uninvited Debts
The Rule Can Trigger Unfair Exchanges
RECIPROCAL CONCESSIONS
HOW TO SAY NO

Ch 3: Commitment and Consistency

COMMITMENT IS THE KEY
The Magic Act
The Public Eye
The Effort Extra
The Inner Choice
HOW TO SAY NO

Ch 4: Social Proof

CAUSE OF DEATH: UNCERTAIN(TY)
Devictimizing Yourself
MONKEY ME, MONKEY DO
HOW TO SAY NO

Ch 5: Liking

Physical Attractiveness
Similarity
Compliments
Contact and Cooperation
Conditioning and Association
HOW TO SAY NO

Ch 6: Authority

CONNOTATION, NOT CONTENT
Titles
Clothes
Trappings
HOW TO SAY NO

Ch 7: Scarcity

PSYCHOLOGICAL REACTANCE
OPTIMAL CONDITIONS
HOW TO SAY NO

Epilogue